Nnefa
Joined: 22 Apr 2015
Posts: 1
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 Posted: Wed Apr 22, 2015 8:46 am Post subject: Developing Your Proposal - Impressions That Can Win Over Cli |
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In November 2007 I wrote an article entitled Pitching Your Proposal - What the Client Needs to Know About You. The article dealt with your skills and abilities and why potential clients should therefore choose you. The article didn't deal with some of the impressions we give clients through some of the actions we take and those we don't take. So often it's the little things that make or break winning a proposal
A simple thank you letter following the presentation of a proposal will likely create a positive impression. What won't give that impression is a client request for clarification where you promise to get back to them within 24 hours then fail to do so.
What will deliver a favorable impression is your willingness to go beyond what's been requested so the client receives better value than they expect. This is particularly important when economic times are good and you have lots of work. A booming economy is when you need to go the extra distance so that clients remember you when times are tougher. What won't work in tough times are attitudes that are all too prevalent when times are good:
1. We're just doing you a favor-we don't actually need your business.
2. Your job is too small for us.
3. We don't do that kind of work any more. We've moved on (and up).
I've lived in a booming economy in Western Canada where projects get way overpriced and there's an attitude that if we do it, we're doing you a favor, and if we don't, why should we worry, there's plenty of other work. They're being gratuitous.
None of us like it when we believe we're being treated gratuitously and our value isn't appreciated. I once resigned from a departmental position where I knew they wanted to fire me even though I was doing a good job and the organization's HR wanted to keep me on. Our attitudes towards treating staff were very different. The department decided to hold a farewell lunch and present me with a pewter tankard. I wish I'd pitched the tankard into the garbage before I went home. It was gratuitous.
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