1. How to write a Winning
Proposal
Juan Carrillo
October 2012
MATC Fall 2012

2. References
The articles and ideas to present my proposal in my assignment # 3 for
my Technical Reporting Session have been taken from
"I Already Have an Account." TEC Registration. N.p., n.d. Web. 30 Oct.
2012.
<http://www.technologyevaluation.com/research/articles/seven-
magic-questions-how-to-improve-your-win-ratio-by-selling-value-
instead-of-price-18732/>.
And
"I Already Have an Account." TEC Registration. N.p., n.d. Web. 30 Oct.
2012. <http://www.technologyevaluation.com/research/articles/how-
to-write-a-winning-proposal-18632/>.

3. How to write a Winning Proposal
• Create client-centered, persuasive proposals.
– What is the client's problem?
– Why is it a problem?
– What objectives does the client have in mind for a
successful solution? How will the client measure
success?
– Which of those objectives is most important?

4. How to write a Winning Proposal
• Provide your client with enough information.
– Evidence that you understand the client's business
problem or need.
– A compelling reason for the client to choose your
recommendation over any others.
– Evidence of your ability to deliver on time and on
budget
– "Can they really do this?"
• Responsiveness: Are we getting what we need?
• Competence: Can they really do it?
• Value: Is this the smartest way to spend our money?

5. How to write a Winning Proposal
• Basic structure
– Summarizing the client's needs.
– Showing their potential for gain or improvement.
– Recommending your solution.
– Substantiating that you can do the job.

6. How to write a Winning Proposal
• There are two "Ps" in successful proposal writing:
• Personalization
– Customers expect more today
– You have listened to them and remember what you
learned about them
• View customers as individuals
• Shows what it's relevant to them.
• Use the customer's language
• Then they will assume that the entire proposal has been
personalized to them.

7. How to write a Winning Proposal
• Primacy
– Meeting a perceived need
– Delivering superior value or return on investment
(ROI)
– Complying with the specification
– Proven vendor competence