Writing Winning Sales Proposals, Bids and Tender Response Documents
This two-day workshop-style training event covers all aspects of preparing, writing, proofing, editing and producing sales proposals, tender responses, bid documents and sales quotations.
- Participants work on their own real-life documents; objectively editing and proofreading working in pairs.
- Detailed course manual and materials, including a PDF writing reference guide.
- Learning exercises to practice structuring, composing, editing and proofreading
Learning objectives include:
- Evaluate and analyse bid requirements and align your approach to what your customer wants.
- Determine and target the resources you will require.
- Identify the information you need to succeed.
- Set up the internal review procedures required for your bid.
- Structure your bid documentation effectively.
- Techniques to differentiate your bid from that of your competition.
- Control a structured submission, working efficiently within tight timescales.
- Assess and review your submission to drive continual improvement.
- Successfully plan and construct your bid documents.
- Ensure that the reader’s needs are met. Be confident that your message is not lost.
- Overcome the ‘blank screen/page syndrome’ and reduce the time it takes to write.
- Choose the style appropriate to your reader and situation.
- Avoid common mistakes that impact on your professional image and effectiveness of your bid or quotation.
- Build successful sentences and paragraphs – using punctuation that guides your reader.
- Use a checklist to help proofread the final bid document.
How to write winning sales proposals, bids and tenders – main topics
The importance of role of a well-written sales proposal
- Why bother? – the value of the sales proposal or document to you and to the customer
- What is an ideal bid?
- What the customer wants and needs to make a decision in your favour
- Understanding and delivering on customer expectations
- Review and discussion of different proposals – with real-life examples
- Starting point: Review of current documents, challenges and opportunities.
How to manage an effective bid and response
- Controlling and monitoring the bid process
- The ‘power’ team workshop
- Understanding the competition, the market and customer perception
- Storyboarding, planning and content selection
- Selling the benefits of your proposal: people, products and process
- Business case preparation and presentation – comparative advantage
The correct way to structure your sales proposals
- The structure and format of the bid document
- A section-by-section, page-by-page review of best practice in structuring great sales proposals
- How to improve the way you match your proposal to the customer’s objectives and requirements
- Plan your sales documents systematically – to make them easy to read and more persuasive
- How to make your proposal look like the ‘least risky’ option
Making your proposal a compelling and persuasive proposition
- Choosing the right words that sell effectively
- Selecting the right content and information for your document or proposal
- Using an option matrix to summarise complex choices and increase final order value
- How to write an executive summary
- Techniques for presenting price, options and variables
The Perils and Pitfalls of Business Writing
- Current thinking regarding business grammar
- Tips to ensure we avoid grammatical errors
- Constructing sentences and paragraphs – with appropriate punctuation to create rhythm and flow
- Can ‘action words’ gain results?
How am I ‘Coming Across’ to my Reader?
- Is my style ‘reader-friendly’?
- Using ‘punchy’ openings to gain interest
- Positive or compelling endings to ensure results
- The barriers to an effective, professional style
- Expanding your vocabulary to avoid repetition – keeping your writing ‘alive’
- Is my tone persuasive and assertive?
Well-written and error-free
- Developing your writing style for maximum impact
- Express the content (ie, selling points) clearly, concisely and correctly
- Be able to proof-read and edit work effectively, using formal marks and techniques
- Improving visual layout, format and appearance
- Making it customer-focused
- Learning diary and action plans
- Review of existing templates and standard documents
Please get in touch by completing this form or calling 07515 851 691.
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