Proposal Planning a Tactical Discussion - 209

Catalyst Sale Podcast

How do you create a great proposal?

In this episode, Mike and Jody discuss best practices when it comes to proposal planning.

Questions Answered:

• What goes into a proposal?
• Where does price go?
• What are some mistakes people make with proposals?

Key Takeaways:

• One of the challenges people will make when coming to proposal writing is they feel like they have to put everything in there.
• I would challenge you to think of it as less is more.
• Elements of a proposal: problem we are solving for, why is it important to solve the problem, how do we solve the problem, price
• If we can cover all four of these things, we have given them a solid framework that they can use to justify a purchase.
• Proposal should be simple to understand and very clear.
• My preference is to deliver price as early as possible as late as necessary. At minimum on the first page so they don’t have to flip pages or scroll down.
• Don’t tell your organization’s entire story up front
• We tend to overcomplicate and make them too long.
• Another mistake is finding a proposal that works and then everyone on the team uses it.

Show Links:

Planning Templates

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