One of the biggest mistakes most proposal writers make — especially engineers who have been writing proposals for more than a decade — is that they do not talk about their client soon enough in the proposal.
Whether in the cover letter, executive summary, or approach section, it is important to immediately connect with the decision maker and THEIR needs.
“We are pleased to submit this proposal” does not connect to their needs.
It wastes their time.
In Part I of my two-part series “The Difference Makers of Superior Proposals,” I described the three key questions to answer in the proposal:
- Why now?
- What do they really want?
- Why you (in terms of advantages for the client)?
The questions must be answered in that order. Why? [Read more…]