How many days have you spent in your career writing proposals?
How many hours have you given up in your life to write these proposals in pursuit of a new qualified sales opportunity or a pipedream of limited possibility?
I remember the day it happened.
I just stopped writing them.
No meeting was necessary.
I simply got tired of writing them. I found it to be a redundant and time consuming process. So, I’ve just eliminated, no, zapped this step from existance.
And I know that many clients have gotten tired reading them.
I’ve never heard a client tell me, “Well, Keith, based on your proposal we’re going to hire you even though we know you’re not the right person for the job.”
In other words, my proposal isn’t what gets me business. I get me business. Who I am and the value I deliver.
Now, maybe you’re thinking, “But Keith, my business is different. The proposal is more than just a recap of what we discussed on the phone and the price of the final deliverable. It’s a complicated sale and a complicated process. Proposal are mandated by the client and are an essential part of our sales process to secure new business as well as protect the interests of both our clients and our company.”
Okay, maybe it is. For others, maybe it’s not.
What about all the other salespeople who aren’t involved in a lengthy sales cycle?
Or maybe you can start writing fewer proposals by better qualifying who you’re writing them for.
Maybe you can ask better questions to determine what they even want or expect from a proposal that’s going to help you earn their business.
What do you need to see in my proposal that would make us your first choice?
Is there a way that you would like me to format the proposal? (Length, font, page count, RFP template.)
If the proposal meets the objectives that we’ve discussed, is it safe to say we can then get the agreement signed and schedule a launch date?
Based on what we’ve discussed and what I can do for you, what is most important to you that I should focus on when writing your proposal?
AS long as the proposal outlines what we’ve discussed and what you’re looking for, what other concerns would you have at this point that may get in the way of us working together?
You don’t get paid to write proposals.
So here’s what I do now.
I send invoices.
I draft contracts.
I endorse agreements.
I deliver value.
I’ll even go so far as to draft up a detailed and comprehensive action plan, strategy and timeline for this engagement but only after they’ve made the commitment and hired me.
But I do not, under any circumstance, write proposals. Why? Because I am the proposal.
Hope to see you climbing aboard this bandwagon and enjoying the additional time you’ve created in your day.