Writing Winning Proposals
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Writing Winning Proposals
Writing a good tender is as difficult as it is important. Many salesmen have strong verbal skills, but when it comes to putting their thoughts into writing, many find out that they lack the necessary skills.
Of course, a good tender is based on the sales pitches or conversations that have preceded it. When the quality of that pitch or a conversation was insufficient, it becomes practically impossible to write a winning tender. There will not be enough information about the needs of the customer, which will make it difficult to create a solid connection between the needs of the customer and the solution that is being offered. But even when the first stages went well, it can still be a challenge to write the tender in such a way that the customer approves of it and sees it as positively distinguishing.
In this training we will go into the form and content of the tender, so that it becomes an instrument to increase your chances of landing an assignment.
Who can benefit from this training?
Both experienced and novice salesmen, (key) account managers and sales managers in a business-to-business environment.
Target and result of the training
· Being able to optimally incorporate a successful sales cycle into a tender
· Improving the chance of acceptance of a tender by making sure the customer can identify with it
· Writing the tender in such a way that the customer sees it as positively distinguishing compared to other offers
· Taking all the people who will be making the decisions and who will be reading the tender into consideration when writing the tender
· Regarding your tenders as serious documents that will offer the best solutions and the best conditions to your customer, and are therefore worth defending
Content of the training
· The elements of a successful tender
· Who are you writing the tender for
· Guidelines for style and language
· The cover letter:salutation and opening line(s)
· The cover letter:describing needs and presenting solutions
· The cover letter:presenting the costs
· The cover letter:correct ending
· Usage and layout of the ‘management summary’
· Enclosures with the tender
· Presenting the tender to the customer
Information
Of course, for further information or any queries you might have, you can contact us at our office in Rijswijk in The Netherlands, phone +31 (0)70 3623617, or send an e-mail info@houthoffgroup.com