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10 tips for writing a winning proposal by Donth Yau
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10 tips for writing a winning proposal by Donth Yau

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  • 1. 10 Tips 1 10 Tips = Winning Proposal = Winning Proposal Prepared by, Donth Yau For City Telecom (HK) Limited Learning and Development June 2009 Prepared by Donth Yau – L&D Department
  • 2. 2 10 Tips = Winning ProposalRULE #1:• Write the proposal as a sales document. Don’t fall into the trap of making it an information sheet. Instead, define the Problem/Opportunity and present a workable Solution/Plan. Problem Opportunity Solution Plan Prepared by Donth Yau – L&D Department
  • 3. 3 10 Tips = Winning ProposalRULE #2:•Make sure the customer knows you. Your proposal willgo straight to the circular file cabinet unless you haveestablished yourself with the decision-maker as a credibleprovider. We are … I am … Prepared by Donth Yau – L&D Department
  • 4. 4 10 Tips = Winning ProposalRULE #3:• Focus the executive summary on benefits to gain. Don’t just summarize the proposal contents. Instead. summarize the basic issues and the benefits the customer should gain. Love your customer, Fill what they need ~ Prepared by Donth Yau – L&D Department
  • 5. 5 10 Tips = Winning ProposalRULE #4:•Keep the executive summary short. Here’s the ruleof thumb: a single page executive summary for anyproposal less than 50 page. a) …………………. b) …………………. BULLETrize to c) …………………. Prepared by Donth Yau – L&D Department
  • 6. 6 10 Tips = Winning ProposalRULE #5:• Click on everyone’s hot buttons. The proposal must address the concerns of different decision-makers. E.g. engineers want technology; accountants want ROI; administrators want cost saving. Prepared by Donth Yau – L&D Department
  • 7. 710 Tips = Winning Proposal RULE #6: •Focus on the customer, not your product. Nobody is interested in the history of our company or our product. Make the proposal about how we will solve the customer’s problems. Prepared by Donth Yau – L&D Department
  • 8. 8 10 Tips = Winning ProposalRULE #7:• Refine every information. If you cut and paste from an earlier proposal, there may be references to a previous customer – probably a competitor of this customer. Double check relevance and sensitivity. Prepared by Donth Yau – L&D Department
  • 9. 9 10 Tips = Winning ProposalRULE #8:• Follow the customer’s outline. If the customer gave us a template, just use it. If you don’t, they’ll assume we can’t follow simple instructions. Prepared by Donth Yau – L&D Department
  • 10. 10 10 Tips = Winning ProposalRULE #9:• Don’t discuss costs in the executive summary. Emphasize increased productivity or reduced operating costs rather than how much money you want them to spend. Don’t shock your clients with$$$$$$ Prepared by Donth Yau – L&D Department
  • 11. 11 10 Tips = Winning Proposal Symmetric Metro Ethernet GPONRULE #10:•Edit out the meaningless jargon. Technical wordsare barrier to communicate. Speak the customerlanguage rather than yours language. Prepared by Donth Yau – L&D Department
  • 12. 10 Tips = Winning Proposal • Over ten years of external and internal consulting experience in Human Resources, Training and technology, Donth is proficient in identifying organizational and people development needs and experienced in providing holistic and boutique solutions in corporate and talent management, team dynamics, leadership and management soft skills. • Donth holds a Master of Science degree in StrategicEmail: Human Resources Management and a Postgraduatedonth.yau@gmail.com Diploma of Human Resources Management in Hong Kong Baptist University. He obtained Graduation AcademicMobile (+852):93027186 Award 2008 and The Most Feasible Project Award 2011. He graduated from Hong Kong University of Science and Technology for the Bachelors Degree. • He is also an accredited administrator of MBTI® and Certified Behavioural Consultant of The Institute for Motivational Living, USA.
  • 13. 10 Tips 13 10 Tips = Winning Proposal = Winning Proposal Prepared by, Donth Yau For City Telecom (HK) Limited Learning and Development June 2009 Prepared by Donth Yau – L&D Department

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