Write proposals that show value

Writing a Proposal – Adapted from Primary Objectives Script

Contact details

Date.

Dear………..

                       Firstly, I send my grateful thanks for your time and valuable input to our discussions when we met.

In summary, the points that formed your objectives were these:

·        To seek a safer alternative for Trichloroethylene

·        To seek compliance with the Solvent Emissions Directive (SED)

·        To reduce your solvent consumption

·        To seek a “Future proof” degreasing product offering critical cleaning standards.

·        To ensure specialist technical support

·        To maintain regulatory updates.

(Make these fit the discussion and devise headings to make your strongest points) e.g.

Product Recommendation

Name the product and the reasons why.

Solvent Emissions Directive

Offer reassurance against the above choice, reminding him why it is sensible to seek an alternative to his existing product.

Solvent Reduction Programme

Tell him how you can assist him, the methods and the targets. Confirm you will set up internal monitoring for data feedback to confirm progress.

Additional benefits of using (your recommendation)

(This is a vital heading as it gives benefits/value prior to telling him costs)

     Give positive benefits e.g.

Increased productivity (How much)

Energy saving

Reduced environmental impact (Why)

More litres per tonne from your recommendation…etc etc  The more the better but make them real.

Full technical support

Tell him what your Company gives that is superior to his existing situation and the value it offers.

Tell him you will do quarterly or bi - annual progress updates with him. (This adds value and maintains access)

Regulatory updates

As full and active members of the Chemical Business Association www.chemical.org.uk  and fully committed to Responsible care you are updated in advance of any changes that might impact on future regulation.

Your investment   (Investment is a better word than Cost)

Keep it simple. Note his return on Investment of £s listed earlier, based on his objectives.

Delivery

Give typical times or what was agreed

     Terms and conditions

Include credit terms offered and always refer to terms and conditions attached.

    Other useful Contacts

At the very least give relevant Colleagues details, position and direct Tel as a means of early support. This is reassuring and impacts on the perception of your Company.

Summary comments:

Be positive and assumptive that this is the correct choice and assume the order in due course which will receive early attention or reaffirm the agreed arrangement made during your visit.

Tell him you will contact him on a particular day and make sure of the follow up.

Assume a valued long term relationship and offer a thank you for placing his confidence in you.

(Written properly this proposal becomes the reference document for both parties. Once you create a header template it’s easy to personalise it.

In the case of a high priced product, always give a professional approach that is fully recorded.

Design is flexible but the value is proven.

You need to stand out and be remembered as a good listener and communicator.)