How to Write a Proposal: It"s Due Tomorrow, It"s Ready, Now Someone"s Come Up With a Better USP
Has this ever happened to you? It certainly has to me.
You're in the stages of completing a proposal request.
It's due tomorrow morning and will be delivered on time.
Then someone on the team, it could be me, says those dreaded words.
"You know, I've been thinking.
There's a better way we could do this.
" They then proceed to describe a different Unique Selling Proposition (USP).
It puts everyone in a state of panic.
What do you do? First of all there's a long pause and then everyone starts speaking at once.
One common response is to do nothing.
The existing proposal is a good one and it'll take far too much work to change things at this late date.
That may be the correct decision, especially if the new USP isn't appreciably better than the original.
But what if that new suggestion is a whole lot better? Wouldn't it be smart to go with the best USP you can? Yes it would, but...
there's tomorrow morning's deadline.
Could the necessary restructuring be completed in time? It depends on the complexity of the proposal.
Are you required to have graphics, a working model, a website, a PowerPoint presentation as part of the delivery package? What is the minimum required proposal content you can get away with and still make an impact? What can you cut? I'm always advising writers to keep their proposals as brief as possible without losing key elements.
I maintain that clients don't want to read more than necessary - which is why I stress the importance of the Executive Summary.
Another option is that you keep the written section of your proposal short, and leave the real pizzazz for the presentation to the client, assuming they ask you to make one.
Since you should have time between proposal delivery and actual presentation, it's an opportunity to think through the new USP.
Another possibility is the client.
They might be willing to extend the proposal deadline.
There's no guarantee but it is worth asking.
I've known situations where a proposal that was supposed to be turned in on a Friday afternoon, had the time extended to Monday morning.
It's not uncommon.
A client is more inclined to do this if they already know you do excellent work, and might come up with something very special.
I do not like turning in a bid on a business proposal or business project other than at the prescribed deadline.
That's fair to all bidders.
On the other hand, if you come up with a USP that is infinitely superior to the original, and the deadline is extended for everyone, that's fine.
Otherwise, figure out whether it's worth taking a chance to rework your proposal, or stick with the original.
You're in the stages of completing a proposal request.
It's due tomorrow morning and will be delivered on time.
Then someone on the team, it could be me, says those dreaded words.
"You know, I've been thinking.
There's a better way we could do this.
" They then proceed to describe a different Unique Selling Proposition (USP).
It puts everyone in a state of panic.
What do you do? First of all there's a long pause and then everyone starts speaking at once.
One common response is to do nothing.
The existing proposal is a good one and it'll take far too much work to change things at this late date.
That may be the correct decision, especially if the new USP isn't appreciably better than the original.
But what if that new suggestion is a whole lot better? Wouldn't it be smart to go with the best USP you can? Yes it would, but...
there's tomorrow morning's deadline.
Could the necessary restructuring be completed in time? It depends on the complexity of the proposal.
Are you required to have graphics, a working model, a website, a PowerPoint presentation as part of the delivery package? What is the minimum required proposal content you can get away with and still make an impact? What can you cut? I'm always advising writers to keep their proposals as brief as possible without losing key elements.
I maintain that clients don't want to read more than necessary - which is why I stress the importance of the Executive Summary.
Another option is that you keep the written section of your proposal short, and leave the real pizzazz for the presentation to the client, assuming they ask you to make one.
Since you should have time between proposal delivery and actual presentation, it's an opportunity to think through the new USP.
Another possibility is the client.
They might be willing to extend the proposal deadline.
There's no guarantee but it is worth asking.
I've known situations where a proposal that was supposed to be turned in on a Friday afternoon, had the time extended to Monday morning.
It's not uncommon.
A client is more inclined to do this if they already know you do excellent work, and might come up with something very special.
I do not like turning in a bid on a business proposal or business project other than at the prescribed deadline.
That's fair to all bidders.
On the other hand, if you come up with a USP that is infinitely superior to the original, and the deadline is extended for everyone, that's fine.
Otherwise, figure out whether it's worth taking a chance to rework your proposal, or stick with the original.
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