Do clients even read proposals?
Don’t they skip everything and just go straight to the price?
Well, right now that’s probably exactly what they do with your proposals.
Why do you think clients do that?
Do you think clients would read your proposals if they contained useful information?
If your proposals helped your clients accomplish their goals… instead of just talking about yourself and when you were founded and how many offices you have and how great you are?
If your proposals showed how you actually deliver the kind of value the client wants… instead of vague claims about how much you value partnership?
If you differentiated yourself in meaningful ways… instead of merely calling yourself “uniquely qualified“?
Let me ask you this. Imagine you could push a button and, within about two weeks, you started winning more.
At first you aren’t really sure if you’re seeing what you think you’re seeing. You rub your eyes a little like they do in the movies. But, pretty soon it’s clear. You’re now winning 25% more deals.
Would you push the button?
After all, your profits and market share are exploding now, right? And if those wins are here to stay, your stress and uncertainty melt away.
If you’ve got a 25% win rate right now, and you increased that by 25%, we’re talking about a 31.25% win rate.
For every $100 million you previously won, you’re now winning $125 million.
Well, leaders at hundreds of firms (like Honeywell, Wells Fargo, Microsoft, ISS, GE, The Ken Blanchard Companies, and major US and UK law and accounting firms) already know something even better.
If your proposals are average right now, then you have the potential to easily, consistently win 35% more deals with the right approach.
35% more wins by making your proposals useful and helpful. By showing clients why you offer more real, quantified value than anyone else.
If you started with a 25% win rate, you’re now winning more than one third of everything you bid on.
That’s $135 million in wins where you used to bring in $100 million – just by showing the value of your solution better in your proposals.
Not to mention you’re now winning those bigger, better deals that other competitors used to always manage to steal. If you’re winning 10% of them now, you should probably be winning 15% or 20% or even 25% of them. How much would that grow your market share by? 10%? 15% more market share?
Do you think winning more will have any benefits for your team? Think back to that sad IT division. What do you think the morale was like there? How do you think it’ll be when you’re now winning so much that the CEO is patting you on your back and you introduce mid-year bonuses for the first time?
(Well, let’s not get ahead of ourselves yet. Most clients start out saying they’d just be happy if their proposal department wasn’t dysfunctional.)
But I will say this, since good people are so important and so hard to find. In my experience, clients who start winning 30% to 40% more see an improvement in employee morale of at least 20%. In turn, this decreases negative staff departures by about the same amount – saving you the hassle of finding replacement people and not aggravating your overworked team. It cuts down on people calling in sick. Office politics aren’t quite so important in times of abundance. Nothing succeeds like success.
According to Gallup, higher morale leads to more engagement, which leads to 21% more productivity, 22% more profitability, and 41% higher quality as compared to disengaged employees.
Do good proposals make a difference?
You bet they do.
So… would you push the button?