Mike Vickers' Blog

Creating a Proposal that will capture the reader’s attention
Notes on short presentation by Anne Farr of the Rothera Group

1. The potential customer cares only about ‘me’ – you are irrelevant
2. Follow the three ‘Rs’ Reader, Response, Result
3. The Proposal must be straight forward – concise
4. It must have an Executive Summary (this is not a summary of the proposal!)
5. Must mention Customer name much more than yours – Count!
6. It must have a Win Theme
   Think about Response by Reader:
   1. Finance Director expects to be told about Cost Savings , ROI
   2. Events Manager expects that proposal will make his life hastle free
   3. HR Director expects that proposal will motivate staff
7. Positive language – Will not Would.  Write the proposal as though you are already working with the Customer
8. Make it easy for Customer to say Yes
9. Attention to detail – Proposal must be professional – anything less indicates sloppiness and if you are sloppy in your proposal your work for the Customer will certainly be sloppy
10. Reuse material but ensure that it contains only material directly related to This Customer
11. Get someone else to read the Proposal
12. If you say you will Follow Up – Follow Up!

Anne can be contacted on 44(o) 7595 168 797 or via email at afarr@rotheragroup.com