Sales Proposal Writing – IC

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.

You will learn how to plan, structure and respond to tender questions using tools and techniques which will give you competitive advantage.

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