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Claudia Eggers October 18, 2021 Proposal

Watch your language. Nothing kills proposals faster than poor or careless writing. No matter how impressive your technical knowledge, familiarity with the field, or track record, a sloppily prepared proposal can doom your chances for success. Thoughtless and incomplete preparation or an untidy printed proposal reflects negatively on your ability to do the job, suggesting that you may be equally neglectful in your work.

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Show and tell. Resist, even to the point of seeming obstreperous, all requests to "just mail it to us." Anything short of a face-to-face meeting will inevitably detract from your proposal. After all, your proposal is meant to sell more than your services; it also sells you.

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Express costs in terms of value rather than simply stating them as prices. That is, mention that a particular component or service may seem expensive, but you have included it because it is the most cost effective course to take and will save money in the long run. By raising the issue yourself, you indicate your expertise and professionalism while deflating potential resistance.

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Keep it simple. Use good quality paper stock-something with a high rag content has the best feel-and avoid colored papers. Rather than highlight, they tend to distract. Stick to eight point five x eleven size and fold flow charts, schematics, organizational charts, graphs, and other illustrations within the proposal itself. Larger sheets are difficult to file and quickly become dog-eared, a tattered appearance that will make your entire proposal look bad. If you are using large plans and drawings, list them as coded illustrations within the text of your proposal and submit them as separate exhibits.

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Because we live in an imperfect world, there will indeed be times when you won`t reach every decision maker simultaneously. You may have to re-present your proposal to those persons who were unable to be present the first time around, or you may have to rely upon secondhand presentations from those to whom you spoke originally.

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As you organize your thoughts, make notes of what you need to include and then sort them into the order in which you intend to address each one during the presentation meeting with your client or supervisor. It is best to sort like with like. That is, do not mix company and departmental backgrounds or personal biographies, credentials, and references with your plan of action. Place such support and historical material-evidence of your capabilities-after the plan that you are suggesting.

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