Secrets to Writing a Killer Proposal

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Proposal writing is often seen as a black art that, frankly, often scares and stuns many creative business owners. This session will break down the myths and stereotypes of proposal writing and present a new, fun, and productive approach to getting a proposal done well and on time. We will discuss various proposal formats, examine style, functionality, and contemplate the difference between an proposal vs. contract. Other topics such as scheduling, estimating and handling negotiations will be discussed as well.

Published in: Design, Business, Technology

Secrets to Writing a Killer Proposal

  1. 1. The Secrets to Writing a Killer Proposal Daniel Schutzmith
  2. 2. Who Am I?
  3. 3. www.graphicdefine.org
  4. 4. www.choppingblock.com
  5. 5. School of Visual Arts
  6. 6. What Is a Proposal?
  7. 7. What Is a Proposal? an offering from a seller to a prospective buyer.
  8. 8. What Is a Proposal? part of the sales process.
  9. 9. Why Do a Proposal?
  10. 10. Why Do a Proposal? lets our clients know: • what we will do
  11. 11. Why Do a Proposal? lets our clients know: • what we will do • how we do it
  12. 12. Why Do a Proposal? lets our clients know: • what we will do • how we do it • how long it will take
  13. 13. Why Do a Proposal? lets our clients know: • what we will do • how we do it • how long it will take • how much it will cost
  14. 14. Why Do a Proposal? lets our clients know: • what we will do • how we do it • how long it will take • how much it will cost • what else we can do
  15. 15. Proposal vs. Estimate
  16. 16. NEW BUSINESS DOCUMENTS Proposal vs. Estimate ESTIMATE PROPOSAL Provides an overview of the project costs Provides an overview of the project • • process 1 day to write 3 – 5 days to write • • Is meant to establish a sense of cost Is meant to establish a sense of scope • • Usually contained in 1 page Usually contained in multiple pages • • Quantitative Qualitative • • No legal merit No legal merit • • Generally includes a signature of No signature lines • • acknowledgement (not legally binding) QUOTE CONTRACT Provides an overview of the project costs Provides an overview of the project • • as related to project scope process, project costs, and legal standards
  17. 17. Generally includes a signature of No signature lines • • Quote vs. Contract acknowledgement (not legally binding) QUOTE CONTRACT Provides an overview of the project costs Provides an overview of the project • • as related to project scope process, project costs, and legal standards that will be followed 1 – 2 days to write 5 – 10 days to write • • Is meant to establish a sense of cost along Is meant to establish a legal agreement for • • with scope work Usually contained in 1-2 pages Usually contained in multiple pages • • Includes Standard Terms Includes Terms & Conditions • • Legally binding Legally binding • • Signature line of acceptance of work Signature line of acceptance of work, • • terms & conditions
  18. 18. Proposal Life Cycle
  19. 19. Proposal Life Cycle 1. Interest
  20. 20. Proposal Life Cycle 1. Interest 2. Validation
  21. 21. Proposal Life Cycle 1. Interest 2. Validation 3. Research
  22. 22. Proposal Life Cycle 1. Interest 2. Validation 3. Research 4. Preparation
  23. 23. Proposal Life Cycle 1. Interest 2. Validation 3. Research 4. Preparation 5. Delivery
  24. 24. Proposal Life Cycle InValid RePreDel
  25. 25. 1. Interest
  26. 26. 1. Interest • Informal Request
  27. 27. 1. Interest • Informal Request • Formal Request
  28. 28. 1. Interest • Informal Request • Formal Request • No Request
  29. 29. 1. Interest Request For Proposal (RFP)
  30. 30. 1. Interest RFP usually provides: •Project Overview •Deliverables •Timeline •Budget
  31. 31. 1. Interest RFP usually provides: •Technical Reqs. •Proposal Reqs. •Judging Criteria
  32. 32. 2. Validation
  33. 33. 2. Validation Scope
  34. 34. 2. Validation Time
  35. 35. 2. Validation Cost
  36. 36. 2. Validation WORKSHEET: Quality Triangle
  37. 37. 2. Validation WORKSHEET: RFP Questionnaire
  38. 38. 3. Research
  39. 39. 3. Research WORKSHEET: Project Scope
  40. 40. 4. Preparation
  41. 41. 5. Delivery Proposal Ingredients: • Cover Page • Contact Information • Stake Holders • Scope • Objectives
  42. 42. 5. Delivery Proposal Ingredients: • Target Audience • Deliverables • Process • Milestone Schedule • Payment Schedule
  43. 43. 5. Delivery Proposal Ingredients: • Fees • Strategy • Company History • Principal Bios • Case Studies / Awards
  44. 44. 4. Preparation WORKSHEET: Ingredients of a Proposal
  45. 45. 4. Preparation WORKSHEET: Scheduling
  46. 46. 4. Preparation WORKSHEET: Project Pricing
  47. 47. 4. Preparation Microsoft Project Studiometry
  48. 48. 4. Preparation Get a Copywriter
  49. 49. 4. Preparation Use Templates
  50. 50. 4. Preparation Microsoft Word InDesign
  51. 51. 4. Preparation Be Organized
  52. 52. 4. Preparation Avoid Bullshit
  53. 53. 4. Preparation No Sales Lines
  54. 54. 4. Preparation No Spec Work
  55. 55. 4. Preparation Focus on Process
  56. 56. 4. Preparation Don’t Delay
  57. 57. 5. Delivery
  58. 58. 5. Delivery Before sending: • spell check • proof read • check schedule • check costs • check names / titles
  59. 59. 4. Preparation Send on Time
  60. 60. 4. Preparation PDF
  61. 61. 4. Preparation Hard Copy
  62. 62. 4. Preparation Walk Through
  63. 63. 4. Preparation Answer Questions Quickly
  64. 64. I. Starting a Studio : Protect Your Ass(ets) http://fitc.graphicdefine.org
  65. 65. The Secret to a Killer Proposal is.....
  66. 66. Detail

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