Business proposals have one main objective: to persuade.

Persuasion comes from the wording of the proposal. By definition, a proposal is an offer that needs to be accepted by the reader in order to succeed. If the proposal is not persuasive, you will not get what you want. Expertise in writing proposals requires two things: you must be able to determine how to present your offer in the most appealing way possible, while carefully defining the limits of your offer so that no one thinks you are promising more than you can deliver.

When you know what information is required, you can prepare a checklist to make sure that everything is covered and you are not missing something that may be essential.

Introduction

·     Does it state the purpose clearly?

·     Does it provide sufficient background information?

·     Does it foreshadow the rest of the proposal to help guide the reader?

Problem

·     Does it explain the proposed action’s need or goal?

·     Does it persuade the reader that the problem is important to them?

Objectives

·     Do your objectives relate directly to the problem?

·     Can you present them without going into the solution?

Solution

·     Is it understandable when it is being described?

·     Is it persuasive in saying that it will achieve the objectives?

·     Does it effectively show that it is the most desirable way to achieve the objectives?

Method

·     Are the steps in your methods described clearly?

·     Is it persuasive enough for your readers to be convinced that it will work?

Resources

·     Can you persuade the readers that you have the necessary resources or can attain them?

·     Can you clearly identify all of the resources you can s

Schedule

·     Does it say when the project will be completed?

·     Has your work been reasonably scheduled?

·     Does the schedule clearly state what you must do to meet your deadlines, protecting both you and your employer?

·     Have you included a schedule chart (if it makes your proposal more persuasive?)

Qualifications/case studies

·     Can you persuade your readers that you can complete the project successfully?

Management

·     Can you persuade your readers that your team is organised effectively?

·     Have you included an organisational chart that illustrates the hierarchy of your team members and their responsibilities?

Costs

·     Have you presented all of them?

·     Are your costs in line with market conditions/your competitors?

·     Do you have a budget table?

Conclusion

·     Are all of your key points summarised?

·     Have you ended on a positive note?

Tony Seager is the co-founder of Seal Recruitment Training Solutions. He also still manages a very successful recruitment business. Email [email protected]