Bummer! This is just a preview. You need to be signed in with a Pro account to view the entire video.
Start a free Basic trial
to watch this video
Writing a Proposal
5:30 with Paul BoagHow detailed should a proposal be? What goes into a proposal? In this video, Paul addresses various aspects and why a discussion with a client before preparing a proposal is necessary.
-
0:00
Another thing you have to do is part of the sales process is write proposals.
-
0:05
Not very easy thing to do especially if really
-
0:08
you're a designer or a developer at heart.
-
0:10
But it's really important is your opportunity to standout from the crowd,
-
0:13
it's your opportunity to grab the perspective client's attention.
-
0:19
The first thing to do before you even start writing a proposal,
-
0:23
is talk to the client, pick up the phone
-
0:27
and have a chat with him before putting pen to paper.
-
0:31
It's a chance to ask questions
-
0:33
and a chance to show your expertise and start a conversation.
-
0:38
It's a chance to build a relationship.
-
0:41
Just receiving a printed document through is one thing
-
0:44
but having a conversation with the client is quite another.
-
0:49
It changes the whole dynamic of the relationship
-
0:51
and increases the chances of you winning the work a hundredfold
-
0:56
because you show that you care about the project,
-
0:59
you ask intelligent questions, and you come across as the expert.
-
1:03
You build a relationship.
-
1:05
Don't be afraid to challenge the client when you have those conversations as well.
-
1:10
Clients actually want you to provide alternative approaches.
-
1:14
They don't want to spoon feed you. They want you to be the expert.
-
1:18
So it's perfectly okay to may be suggest the old alternative approach to things.
-
1:25
So, when it actually comes to writing the proposal,
-
1:29
how detailed should that proposal be?
-
1:32
Well the answer as with all things is it depends.
-
1:36
It depends on the size of the project for a start.
-
1:40
If it's a massive project, then they can expect the fairly detailed proposal.
-
1:44
If on the other hand it's small piece of work,
-
1:47
then really an email probably is enough.
-
1:50
It doesn't just depend on the size of the project, however,
-
1:54
it also depends on the depth of the brief that you've received.
-
2:00
If you received an invitation to tender or request a proposal,
-
2:03
whatever you want to call it and it's really detailed,
-
2:06
then probably your proposal should be very detailed as well.
-
2:11
If they've not included so much detail, then fine.
-
2:14
You don't respond with this much detail.
-
2:17
It's important to understand the aims of the proposal.
-
2:20
Why are you creating one?
-
2:23
Well, first is to demonstrate your expertise.
-
2:26
It's about giving a sense that you know what you're talking about
-
2:30
and a sense of what it would be like to work with you.
-
2:34
Ultimately, it's all about providing confidence.
-
2:37
A confidence to the client that you can deliver on their project.
-
2:43
So what goes into a proposal?
-
2:46
Well, there's so many things that could go into a proposal
-
2:50
but they don't only to go in there for single one.
-
2:53
Like I said, it depends but some other things would include
-
2:57
a summary of the tasks.
-
2:59
You need to write out what you're going to do for the client.
-
3:03
Fairly obvious. Isn't it really?
-
3:05
But you also need to cover your suitability.
-
3:07
What makes you the right choice for the client?
-
3:10
You need to talk about time scales. And don't be afraid to be honest here.
-
3:15
You're better off saying if you're going to go over that time set scales
-
3:20
rather making promises you can't keep.
-
3:23
Clients are often very grateful for the honesty in the documentation.
-
3:28
And if you are saying that it's going to take longer than your competitors,
-
3:33
then they might begin to wonder what the competitors are up to
-
3:37
but if you are going to go over on the time scale, you need to justify why that is,
-
3:41
otherwise, they're not going to believe you.
-
3:44
Then there is pricing. Of course, I've already mentioned that.
-
3:47
That needs to be in your proposal as well.
-
3:50
You also need to cover things like project management.
-
3:52
How often is the client going to hear from you?
-
3:54
How is the relationship going to work?
-
3:57
Is it going to be via email? Will there be meetings? What's going on there?
-
4:00
You need some back testing. What devices are you going to test on?
-
4:04
Set some kind of parameters there;
-
4:06
otherwise, they're going to be wondering why their website
-
4:08
isn't working in all sense.
-
4:11
Hosting, we need to talk about that as well. That's a really important thing.
-
4:14
Are they going to be hosting it or are you going to be doing that.
-
4:17
Who's going to be managing that process
-
4:19
and what costs that are associated with that?
-
4:22
Discuss technologies as well.
-
4:24
That's a really important area because you don't want to suggest the technology
-
4:28
that their hosting environment can't support.
-
4:31
Most proposals also should include references. That's a really important thing.
-
4:36
So that the client can go and talk to your existing customers
-
4:39
and find out whether you're really as good as you claim.
-
4:43
Finally, try and say a little bit about the team
-
4:46
that would be working on the project.
-
4:48
Why those people are suitable?
-
4:50
If it's you--Why you are a great web designer? What makes you different?
-
4:54
If it's with other people, make sure you show exactly
-
4:57
who's going to be working on the project.
-
5:00
Most of all, make sure your proposal is well written and visually engaging.
-
5:06
Put as much work into your proposals as you do into your website.
-
5:11
It is massively important that these documents are really, really good.
-
5:15
Get somebody else to check it as well because that makes a huge difference.
-
5:20
Ultimately, a proposal is your page.
-
5:23
It's how you're presenting yourself to the client.
-
5:26
So it needs a lot of time and lot of intention.
You need to sign up for Treehouse in order to download course files.
Sign up