How to write a great proposal

[markbaa]

I've been operating as a consultant for a year or so now, and been getting enough work through various contacts, etc, that proposals haven't really been needed.

However, recently I've had quite a few people approach me asking to pitch for work. Some of it is quite lucrative. So, I've been putting together proposals, which essentially list what I plan to do and how much it will cost.

I'm sure there are some out there who have written hundreds of proposals and have learnt what closes deals and what doesn't. So please share your wisdom!

What do you include in your proposal?
What do you NOT include?
How important is price?
How much detail do you give for price - a big number, broken down into top level sections, or down to the task level?
Do you make your proposals pretty?
What's the one killer tip that'll help me get these deals?

Thanks in advance!

Mark

[DXL]

> What do you include in your proposal?

What they'll get in terms of pages, features, list of common features that won't be included. ETA on project development, payment process, future maintenance costs.

> How much detail do you give for price - a big number, broken down into top level sections, or down to the task level?

One flat quote for everything.

> Do you make your proposals pretty?

I personally do not.

> What's the one killer tip that'll help me get these deals?

For me, its all relative to the client. I try to do my homework on who the client is, who their competitors are, and determine what aspect of doing business with a designer will probably be most important to them. Recognize their needs.

But usually, all my clients are sold from the first discussion. When someone requests a proposal, I've usually already sold them on my services. The proposal is a formality, I don't invest much in them because I don't remember having a client not bite by that point, even if underbid by someone else.