This can be a visitor publish by Victor Eduoh, a SaaS content material technique advisor and copywriter. He helps early- and growth-stage SaaS corporations drive progress, utilizing the SaaS content material subject clusters technique and Product-Led Storytelling, two ideas he developed.
“Though an incredible proposal by itself seldom wins a deal, a foul proposal will certainly lose one.“
Tom is correct.
Writing a consulting proposal isn’t a silver bullet to land your subsequent shopper. However fail to craft a wonderful, skilled one and also you received’t shut any deal.
Because you discovered your technique to this publish, you don’t need that, proper? We don’t need it both.
Right here’s what we’ll cowl:
Sound good? Learn on for a free guidelines to get began.
Consulting Proposal Guidelines
Already know all of the steps and what to incorporate in your subsequent consulting proposal?Then, deliver it to life with our consulting proposal guidelines under. (Humblebrag: Hundreds of consultants and enterprise homeowners such as you use it😊)
Fancy an in depth information, displaying you what to incorporate and steps to benefit from the consulting proposal template above?
What’s a consulting proposal?
A consulting proposal defines and descriptions the working relationship between you (the advisor) and your potential shopper. It’s a proper doc that aligns you and a prospect to grasp and handle one another’s expectations.
As a proper doc, yours must be skilled, and I’ll inform you why.
Requested how they did it, they mentioned: “Their proposal was extra skilled.”
However what does the phrase, “extra skilled” imply on this case?
It means your proposal should present detailed data your prospect can relate with and worth. The results of doing this?
On the one hand, your proposal creates a sense of confidence in your shoppers. On the opposite, it powers you to compete on information, your distinctive experience, and never worth.
In different phrases, prospects see you because the boss:
So, what follows isn’t some boring theoretical recommendation. I’ll present how I create skilled consulting proposals that win offers.
How do I write a consulting proposal?
Should you discovered this publish with that query in thoughts, you’re not alone.
I requested this similar query the primary time a prospect requested me for a proposal. So, for those who’re about creating your first (or trying to get one thing higher than you’ve got), you’re luckier than I used to be.
I say that as a result of again then, I couldn’t discover the three concise solutions detailed under, which provides you with a headstart.
Step #1: Speak to your prospect
Whether or not on the telephone, a one on one assembly, or video name, ensure that you converse together with your prospects earlier than you begin writing your proposal.
Known as discovery calls, this allows you to know for those who’re even a great match.
Doing these discovery calls turned my rule of thumb after I by no means had success with proposals despatched to prospects after a couple of e mail exchanges. The identical is true of Request For Proposals (RFP) put out by corporations the place anybody can apply. I’ve by no means had success with them, and imagine it’s as a result of I by no means talked to a consultant of the corporate.
So, primarily based on my expertise, speaking to your prospect has its distinctive means of constructing belief. It units the bottom to grasp them higher. And also you’ll get to listen to hidden particulars about their enterprise and targets not attainable with no direct, stay dialog.
In the end, such conversations yield a shopper transient to get you began.
And in Course of Avenue’s consulting proposal guidelines, you may add this transient, as one in all your pre-proposal writing duties:
Step #2: Talk your shopper’s needs and targets
All my profitable consulting proposals have one factor in widespread. They articulated and expanded on what a shopper informed me over our discovery dialog.
Yours must be no completely different.
Writing a profitable proposal begins with two issues—an articulation of your shopper’s needs and an in depth enlargement of their targets.
Take me, for instance. Most shoppers who come to me needing a subject clusters technique all the time have underlying targets. They wish to construct topical authority (or create a brand new class), leveraging the identical to drive extra natural site visitors, leads, and gross sales.
How do I do know this?
I pay attention attentively to them over our discovery name, and it’s best to do the identical. Permit your prospect to speak about their needs and targets. Solely interrupt to ask related questions.
While you do that, writing your consulting proposal turns into a solution to the prospects’ wants. It articulates their needs and expands on the way you’ll assist them to realize their enterprise targets.
First, listening makes you likable. This, in flip, boosts your possibilities of closing the deal.
Step #3: Make it value-specific
Knowingly or unknowingly, all of us do issues for the acronym, WIIFM – “What’s In It For Me.”
You opened (and are nonetheless studying) this publish as a result of it promised to indicate you craft profitable consulting proposals, proper?
Your prospects will do no completely different.
They open your proposal trying to discover the way you’ll assist them. And the one motive they’ll learn it to the tip and go on to signal the contract is that if it exhibits them what’s in it for them.
However, to get to that signing-of-the-contract end line, your proposal have to be particular concerning the worth you’ll ship.
Don’t write your consulting proposal giving a shopper a puzzle to resolve, making verbose claims, or displaying off your accolades. Be very particular concerning the worth you’ll ship and once they can anticipate to begin seeing them.
What occurs when your consulting proposal is value-specific?
In accordance with a report by Pipedrive:
“[It] units you other than the competitors, secures long-term clients, and brings distinct which means to your model and your answer.”
What must you embody in a consulting proposal?
Solely embody what’s related in your consulting proposal. And what’s related is dependent upon the shopper, the issue you’ll be fixing for them, and the necessities for executing the undertaking.
In different phrases, there’s no one-size-fits-all listing of what it’s best to embody in your consulting proposal.
Nonetheless, the steps that observe spotlight what will get included (and doesn’t) in profitable consulting proposals.
Step #4: Solely embody related data
I get it.
You’re very assured and really feel the necessity to present it off. You additionally need the prospect to see the way you go above and past on your shoppers. Little doubt, this stuff have their place.
However don’t permit them to deceive you into together with new data in your consulting proposal. They’ll do you extra hurt than good.
New data is something not related to what your prospect talked about throughout the discovery name. Should you didn’t seize it in your shopper transient, it’s in all probability new data.
They find yourself complicated your prospects. And never solely will confusion result in choice paralysis, however additionally they result in inaction.
The consequence? Prospects who undergo your proposal and don’t know what to do subsequent.
Wish to keep away from this?
Then, in your consulting proposal, solely embody data related to what you captured within the discovery name and the shopper transient you created.
However how do you make sure you’re not deviating from this?
It’s easy. Equip your self with a guidelines whereas writing your consulting proposal.
And for this, Course of Avenue is to the rescue.
Simply click on on the “Edit Guidelines” button under to document important information it’s essential to embody (and exclude) in your proposal.
Step #5: Embody your course of, scope, & timeline
What’s the distinctive course of you’ll take to realize your shopper’s targets?
On the very least, embody a logical abstract of it in a means that resonates together with your shopper.
Sure, you shouldn’t give out all of your commerce secrets and techniques. However failure to incorporate a sneak peek of your course of leaves your shopper with belief points on the way you’ll ship them worth.
These are all essential inclusions in any profitable consulting proposal.
On the one hand, they make it easier to to handle expectations by outlining what you’ll be delivering. On the opposite, doing that is needed ought to issues go south with lawsuits.
It’s common for shoppers to make claims with authorized actions while you’re deep right into a contract with them.
So, be clear concerning the scope and timeline to realize the worth promised in your proposal.
In my case, not solely do I embody these in my proposals to guard me from lawsuits. I additionally do it to stop a shopper from making calls for for issues not lined when signing the contract.
Step #6: Embody a related & relatable case research
Seeing is believing.
You possibly can speak concerning the worth you’ll ship, articulate your processes, and be particular about timelines.
However nothing will transfer a prospect into motion than seeing the way you utilized these to realize actual outcomes for the same shopper.
A related case research exhibits that you simply’ve walked the speak and boosts conversion.
Early in my consulting profession, what denied me my first offers was an absence of case research.
Prospects beloved my course of. They acknowledged my experience. Nonetheless, they needed proof I had sensible expertise in what I promised them.
To land my first deal, I included how I utilized my SaaS content material advertising and marketing course of to rank my web site in my proposal. I supported it with critiques specialists left of my work to shut my first shopper.
Why I’m I telling you this?
Should you’re simply beginning, it’s regular to not have a case research. In such a case, share any actual outcomes you’ve achieved.
Don’t anticipate a prospect to signal your consulting proposal and half with their hard-earned cash primarily based in your theories.
What subsequent after figuring out write a consulting proposal and what to incorporate or exclude from it?
How do you format a consulting proposal?
Once more, there’s no one-size-fits-all technique to format consulting proposals. What you’ll embody ought to information your formatting selections.
Nonetheless, protecting to my promise, I’ll share how I format mine to shut offers. As an outline, it seems to be like this:
Let’s discover how one can format yours with the following consulting proposal writing steps.
Step #7: Proposal introduction
Begin your consulting proposal with a powerful, related introduction. Goal to offer your prospect a motive to maintain studying.
Comply with this with transient paragraphs, which:
- Thank the prospect for contemplating your providers.
- States the topic and goal of the proposal.
- Reinstates your expertise and confidence in delivering worth.
- Reminds them of the proposal’s goal and what to anticipate.
Preserve this in thoughts. Your introduction and the whole proposal is your means of welcoming a prospect you’ve talked with to discover what they’ll get working with you.
So, flex your copywriting expertise and personalize it for them as a lot as attainable. Allow them to really feel such as you’re immediately responding to every part they informed you they wish to obtain.
Nonetheless, your introduction shouldn’t outline the issue, so preserve it transient as a lot as attainable. Goal to curiosity sufficient to proceed exploring.
Step #8: Outline their downside(s)
Right here, you wish to present the prospect that you simply’ve achieved your analysis, recognized their issues, and are on the identical web page.
Once more, you do that with one other set of paragraphs. One or two for every, these paragraphs ought to seize:
- A summarized analysis of their downside.
- The unfavorable toll the issue is having on them and their enterprise.
- What their life (and enterprise) might appear to be in the event that they solved this downside.
In my profitable consulting proposals, I take advantage of this part to make prospects despise their issues. Doing this makes them keen to begin fixing them instantly.
Step #9: Specify your answer(s)
Should you achieve bringing prospects this far, you’ve demonstrated that you simply understood them and their issues.
At this level, you wish to present them the way you’ll clear up these issues and make their life higher. Issues to incorporate listed here are:
- A related definition of your answer.
- Your transient, step-by-step plan of motion.
- A listing of goal targets, milestones, and what you’ll ship.
- Anticipated timelines to hit these targets and milestones.
- The advantages and outcomes they’ll anticipate.
- What you’ll want from them (log in particulars, passwords, and so on.)
- Your staff, suggestions, and a associated case research.
Most prospects soar straight to this part upon opening your consulting proposal. However whether or not they do that or learn from the very starting, you need them to complete this part exclaiming:
Sure, that is simply what I needed!
Step #10: Conclusion – Estimates, prices, and CTA
Every little thing in life should come to an finish, together with consulting proposals.
Preserve this part concise and straight to the purpose. Should you’ve adopted all of the steps above, your prospect is able to purchase. So, summarize and present them how to take action.
In your abstract, embody:
- A reiteration of the proposal’s goal and details.
- Your estimates and value to ship your answer.
- A abstract of the advantages their funding will deliver to them.
- Specify the following steps they need to take (your call-to-action).
- Thank them prematurely for working with you.
- Your contact data ought to they want some clarification.
I bear in mind the primary time a shopper went straight to signing my contract after going by means of my proposal.
It was a liberating feeling. One which didn’t solely validate my talent set, but in addition proved I used to be price my worth.
Shoppers will even transfer straight to signing your contracts for those who observe all of the steps I shared.
As a result of, as they did to me, following these steps does two essential issues. First, it transforms your consulting proposals right into a doc proposing worth to prospects. It additionally demonstrates your experience to ship this worth.
The result’s a prospect hurrying to work with you the second they undergo your proposal.
Lastly (my proposal profitable superpowers)
Knowledge doesn’t lie. I adopted this one, and it really works for me. So give it a strive.
Second, a world-renowned productiveness coach, Brian Tracy, whom I respect a lot, taught me one thing I’ve carried on for years.
In his phrases, “the guidelines is one of essentially the most high-powered productiveness instruments ever found.”
This quote led me to reexamine the significance of getting a guidelines. I’ve discovered them extraordinarily helpful. And I all the time preserve one when executing essential business-deciding duties.
For writing my consulting proposals, Course of Avenue gives me with this guidelines superpower.
However not solely that.
One of the best half?
It’s free to join and use this guidelines (it solely takes a pair minutes!).
Simply click on on the “Edit Guidelines” button under, and also you’re prepared to begin writing consulting proposals that shut offers.
Do you’ve got any suggestions that make it easier to write profitable consulting proposals that we uncared for to say? Tell us within the feedback under!👇