1. Make sure the layout conveys the level of professionalism the client will get if they hire your company for the job but the design should never get in the way of the information. At the end of the day this is a business document.
2. Less is more when it comes to text. Let’s face it, the first page people turn to is the pricing. People shouldn’t have to wade through paragraph upon paragraph of copy which no one reads anyway.
3. Save selling for the cover letter. The pitch in your proposal consists of your solution to the problem you’ve been ask to solve so no need to lay on the superlatives about how great your company is.
4. Let them know who will work on the project. Meeting the principals of the company at initial meetings is crucial but letting the client know exactly who’ll be on their project team will add to their comfort zone.
5. Make sure you answer the question: what makes your approach to this project unique from your competitors? Just regurgitating what the client has written in the RFP won’t get you very far and since you’re most likely vying for the business against other companies, you need to make a splash.
6. Having multiple people write different sections of a proposal is fine and necessary in most cases but when you’re ready to put it all together during the final polish make sure the document speaks to the reader with a consistent voice.
7. Give them more than they ask for. A little extra can go a long way to telling the prospective client that you really want to win this business.
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