Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 ...
Upcoming SlideShare
Loading in …5
×

Best Practices for Design Proposals

487 views

Published on

Ilise Benun, founder of Marketing-Mentor.com and editor of The Designer’s Proposal Bundle (Volumes 1 and 2), will present best practices for writing design proposals that will get you the job. You’ll find out:
When a prospect says, “Send me a proposal,” should you?

Pre-proposal questions to ask to get the info you need to write a winning proposal

The 5 things every winning proposal must have

How to submit a winning proposal (hint: not via email)

Published in: Design, Business, News & Politics
  • Be the first to comment

Best Practices for Design Proposals

  1. 1. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. advice, accountability and assistancefor creative businesses advice, accountability and assistance for creative businesses Best Practices for Proposals with Ilise Benun @MMToolbox
  2. 2. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. Ilise Benun • Mentor and business coach to creative professionals • Host/Co-Producer of Creative Freelancer Business Conference (May 12-16 in Boston) • Author of 7+ books
  3. 3. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. www.creativeguidetomoney.comwww.marketing-pricing-guide.com
  4. 4. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. 1. Positioning = clarity 2. What is a Proposal, RFP, Estimate? 3. Anatomy of a proposal 4. How to present your proposal 5. Resources Agenda
  5. 5. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. advice, accountability and assistancefor creative businesses advice, accountability and assistance for creative businesses Part 1: Your Positioning
  6. 6. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. • What you offer • For whom • How you are different • It all starts with positioning: Who are you talking to? • Your proposal is the marketing tool that makes the argument. Positioning = clarity
  7. 7. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. Even if your positioning is: We bring a fresh perspective every time.
  8. 8. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.
  9. 9. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.
  10. 10. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.
  11. 11. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.
  12. 12. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.
  13. 13. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.
  14. 14. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. advice, accountability and assistancefor creative businesses advice, accountability and assistance for creative businesses
  15. 15. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.
  16. 16. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.
  17. 17. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.
  18. 18. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. advice, accountability and assistancefor creative businesses advice, accountability and assistance for creative businesses Part 2: Proposals, RFPs And Estimates
  19. 19. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. Definitions • Estimate • Proposal • RFP (Request for Proposal) • Specs document or “blueprint”
  20. 20. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. A Proposal Is Not… • Your proxy • A contract • The first time the prospects sees $$
  21. 21. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. But it can be…
  22. 22. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. Types of proposals 1. Simple one-page agreement (for ongoing clients) 2. Small (2-3 pgs for prospect who’s already sold) 3. Medium (3-10 pgs for new prospect or client selling you up the chain) 4. Large (10+ pgs for major projects for ideal clients with relevant samples, as customized as possible)
  23. 23. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. Basic elements of all proposals 1. Description—what they need and what you are proposing to do 2. Deliverables—what they get, when, how many, etc. 3. Costs—creative fees + expenses, expressed as ranges 4. Timeline—realistic production schedule 5. Sign-off—the client’s approval of agreement
  24. 24. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. Optional elements • Information about you and/or your firm. • Relevant samples. • Client References. • Client responsibility. • What else?
  25. 25. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. It’s a lot of work. So when they say…. …should you? Will you send us a proposal?
  26. 26. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. What are your criteria? • Are they fishing or buying? • Do they understand what they’re buying? • Are their needs clear – to them? • Is it in your target market? • How good are your chances of winning? • How many others are bidding? • Can you meet with the decision-makers?
  27. 27. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. Questions you must ask… • What are the goals of this project? • What is the specific objective? • How will you measure success? • Who is the main decision-maker? • Where is the content coming from? • How much research will be necessary? • Are there specific technologies you do or do not want used? • Have you ever done something like this before? If so, what?
  28. 28. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. A Winning Proposal is… • Your argument for why you’re the best fit • Tailored to your prospect • Ordered for their POV • Easy to read, visually interesting • An example of your work
  29. 29. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. Best Practices Checklist  Custom cover letter  Understanding of their objectives/goals  Clear explanation of process  Visual timeline  Your recommendations/ideas  Relevant samples  Proof that you’re the perfect fit  Clear pricing  Enthusiasm
  30. 30. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. Presenting the Proposal • In person (or via phone/Skype) • In real time • Respond to objectives • End by closing the deal
  31. 31. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. Questions to close the deal • Ask if they have questions. • Ask if they’re ready. • Propose the next step. • Give them a timeframe. • Ask when they’ll decide. • Ask for the advance.
  32. 32. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. “We only have one slot left in our project calendar this month and I’d be happy to hold it for you if you can let me know by Friday.” Create some urgency
  33. 33. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. It’s the little things… “The client reported back that they chose my firm because I demonstrated that I understood the sector they are in better than the competition, as well as their specific branding challenges. They also appreciated that I explained specifically how much time each phase would take. I guess the other designers didn’t do that.” Julia Reich, Stone Soup Creative
  34. 34. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. Take it with a grain of salt. As I said, everyone honestly liked your samples. The thing that our ED seemed to keep coming back to was that he felt the samples were too similar – I guess because most of them involved a circular design and text set outside of it. He’d been quite nervous going into this process, worrying that whichever designer we picked wouldn’t offer any options he would like, so I think his priority was choosing someone who he felt confident would give a very wide range of design options, and he didn’’t necessarily get that from your proposal. If you don’t win, ask for feedback.
  35. 35. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. advice, accountability and assistancefor creative businesses advice, accountability and assistance for creative businesses Questions?
  36. 36. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.
  37. 37. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. To get this PPT and/or a Sample Retainer Agreement, email me: ilise@marketing- mentor.com
  38. 38. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. NEW Volume 2 Includes: 9 new proposals + Best Practices Checklist Find it in Mydesignshop .com
  39. 39. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. Free Session
  40. 40. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.
  41. 41. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. www.creativeguidetomoney.comwww.marketing-pricing-guide.com
  42. 42. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. www.marketing-mentor.com and click on “books”
  43. 43. find us: marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc.find us: Marketing-Mentor.com + @MMToolbox © 2014 Marketing Mentor, Inc. advice, accountability and assistancefor creative businesses advice, accountability and assistance for creative businesses Thank you.

×