Proposals That Keep You in the Hunt

Never assume that your customer knows you or what your experience is. Making assumptions on your customer’s behalf can project a lack of preparation and conviction.

Communicate Your Capabilities

Illustrate the equipment, tools, vendor relations and resources you have to meet the customer’s needs for this particular project. For example, if the project requires a specific type of mower, implement or other piece of equipment, demonstrate that you either own them or have access to them.

If you employ office staff, operate “new” trucks and/or equipment, or are a member of a state or national association, let your customers know how these things add value to your proposal. These are expenses you incur that have representation in your pricing. Just make sure that your customers understand how these things provide value to them.

Communicate Your Qualifications

Inform your customer of the licenses, certifications, insurance coverage and education your firm provides in order to meet and exceed customer expectations.

Don’t forget that uniforms, cell phones, certifications and proper licensing all add cost to your proposal, but also add value to your service. Tout it and be proud of it.

Communicate Depth of Staff

Talk about your employees and the fact that they are your biggest asset.

If the project demands a full-time staff, specify who these people are, what their qualifications are, and what their responsibilities will be in order to meet the client’s needs.

For larger projects that necessitate more support, you may even want to include short, one-page biographies of key personnel.

Close with a Summary

Take the time to insert a note that illustrates your personal attention to this job, while also summarizing your experience and qualifications, goals and objectives.

Make note of how you will staff the project and service the job.

If you have unique warranties, emergency response policies, etc., note them.

Submitting Your Proposal

You can submit your proposal in a variety of ways:

• In a binder with tabs
• In a pocket folder
• Within a company brochure
• As a stand-alone document

Whichever means you choose, be creative, keep it simple, and submit a proposal that represents your company well.

Remember, your proposal is merely designed to keep you in the hunt. Be sure to follow up with a phone call. And always be striving to get in front of your customers and prospects to deliver live, in-person presentations to further sell your work.