•Failure
to focus on the client's business problems and payoffs—the content sounds
generic.
•No
persuasive structure—the proposal is an "information dump."
•No
clear differentiation of this vendor compared to others.
•Failure
to offer a compelling value proposition.
•Key
points are buried—no impact, no highlighting.
•Difficult
to read because they're full of jargon, too long, or too technical.
•Credibility
killers—misspellings, grammar and punctuation errors, use of the wrong client's
name, inconsistent formats, and similar mistakes
•
The Value of Your Proposals to Your Clients
•Compare vendors, offers,
or prices so he or she can make an informed decision
•Clarify complex
information
•Make the buying process more "objective"
•Slow down the sales
process
•Solicit creative ideas,
become educated, or get free consulting
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