Sales Proposal Writing
Why attend this course?
Attend this course and you will learn how to use key bid writing principles needed to help boost your proposal win rates.
In particular, you will learn how to plan, structure and respond to tender questions using tools and techniques which will give you competitive advantage.
In the two-day course, in addition to learning the topics detailed here, you will also have opportunity to produce an outline client-tailored proposal from start to finish.
Learning outcomes
After attending the writing proposal training, you will be able to:
- Match your project proposal to your prospect’s evaluation process.
- Test and evaluate your prospect’s needs and desires.
- Construct a winning strategy.
Who should attend?
This training course is aimed towards business development professionals, sales people and others who are already involved in proposal writing or need to learn how to write a business proposal.
How will I benefit from this proposal writing training?
This course will teach you how to write a good proposal which is likely to help you win business more frequently, consistently and successfully.
Outline of programme
Strategy
- Business development plan
- Capture planning
Planning
- Bid decisions
- Compliance checklist
- Proposal management plan
- Research plan
Prospect analysis
- Aims, objectives and vision
- Features, advantages and benefits of potential offering
Value propositions
- Differentiators and discriminators
- Positioning
- Customer focus
Writing
- Outlining
- Proposal format
- Themes
- Executive summary
Pricing
- Pricing
- Price to win
Design
- Page and document design
- Headings and visuals
- Abbreviations
- Action captions
- Appendices
- Colour
- Headings
- Photographs
- Typography
Management
- Organisation and control
Written communication techniques
- Guidelines
- Words that attract
- Persuasion
Production
- Cover letters and business emails
- Preparation tools
- Presenting skills
Editing
- Checking
- Proofreading
- Revision