1. Remember the executive summary is the most important part of the proposal It's the first part of your proposal and often the only part that will be read by senior decision makers. Ensure it encapsulates your key selling messages. Use the executive summary to explain and highlight benefits.
2. Plan your bid preparation early The best proposals are always finished early, then reviewed and refined before submission. It means you can catch any errors and make those improvements that can make the difference.
3. Always have someone else read your proposal and make sure the document is well presented Would you buy from a company that can't even produce a well-presented document? Use at least one extra pair of eyes to check the document - it's incredibly difficult to proofread your own writing.
4. Make sure you answer the specification It may seem obvious, but the easiest way to get eliminated from the bidding process at any time is not providing the information that was required. If you aren't sure what's required - ask!
5. Get it in on time - a late bid is a dead bid Don't jeopardise all your hard work by being careless with the actual submission. Make sure you know exactly what is required for submission and when it's needed.
6. Always ask for feedback Feedback is incredibly valuable. Always ask for it win or lose.
7. Think of your win themes What differentiates your solution from the others? Whatever it is make sure that it's clear to the customer
8. Sell your people The adage goes that people buy from people. Ultimately, people are going to be delivering and/or supporting your products and services so improve your chances by emphasising the strengths and values of your team.
9. Focus your proposal on the clients needs Proposals that win are the ones that clearly demonstrate how the solution will provide the biggest benefits relating to the clients specified requirements.
10. Don't be afraid to re-use content from other proposals (boilerplate) Re-using good quality text can save time and be effective - just make sure you only use it if it's appropriate, re-write as required and always check it will make sense to the new client and in the context of your new proposal.
