Short Letter Proposal (Less than 5 pages)

A short letter proposal is a brief proposal that covers the core elements of Problem, Solution and Value within 5 pages (refer to article "Effective Proposals"). This should be your framework and become the sections of the proposal. Do not consider the elements as steps that you must rigidly include but as functions that you move through. You should be able to string together the elements, as they become the nuts and bots of your physical proposal.

Typical sections of a short letter proposal include:

• Introduction - An outline about why the proposal was developed. Due to a meeting, request from a meeting or a phone call.
• Requirements - Outline the customer's problems or requirements that need to be addressed by the proposal. These requirements are normally derived during a meeting with your customer where you spent the time to identify their problems and needs.
• Proposed Solution - Outline the solution that addresses the customer's requirements.
• Cost / Value - Outline the cost of the solution to address the requirements (problem / needs) of the customer. Also, clearly identify the value of solution in terms of what the business will experience when the solutions is implemented. E.g. Increased productivity, increased efficiency or reduced overheads.
• Commercial Agreement - Provide a section that allows the customer to sign off and accept your proposal.
• Terms and Conditions - Provide the terms and conditions that pertain to the commercial agreement.

As you write your proposal consider its professionalism as it is still important even as a short letter. Refer to my previous article (Effective Proposals) for tips on professionalism and how you should present it. Remember to make the proposal specific to the customer and not generic. Stand out from the crowd.

I hope this article has helped you achieve more sales and I would like to hear you comments. Good luck and good hunting.