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Thursday, May 14, 2015

Make Every Proposal Count.


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elance_rupa | Nov 10, 2008

  
Your profile, portfolio, credentials, references, and feedback establish your credibility and showcase your skills - but, in most cases the first (and possibly the last) impression you make on a potential client will be through your bid proposal. 

Whether you submit a proposal on one job or 100 jobs, you’re only looking for one outcome: to be hired. Here are some ways to make every proposal count: 

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Know the client. Some clients have posted a number of jobs. Check out their previous projects and get a feel for their business and the skills they tend to need. Also check out their feedback, both given and received: you’ll get a feel for how they like to work and communicate, and you may also get a sense of what’s most important to them (timely communication, frequent status reports, asking lots of questions early in the project, etc.) 

Ask questions. 
Use private messages (PMBs) to get clarification and additional information. You’ll not only better understand the project, but you’ll begin to build a working relationship with the buyer. 

Tailor each proposal. 
You may be tempted to use standard text in your proposals. Don’t. Each client and each job is unique; your proposals should be, too. Clients can more easily ignore proposals that appear to be boilerplate or generic, so, if you do cut-and-paste, tweak the results to ensure you specifically address the client’s needs. Every proposal should read like it was developed specifically for that particular client. 

Stress the benefits. Your proposal isn’t about you – it’s about the client. The client wants help meeting a need or solving a problem. While you should certainly describe yourself, make sure you describe the benefits and advantages of what you will do. And if you can, explain how you can add additional value or features to the project. 

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Don’t oversell. Avoid overstating your skills and promising more than you can deliver. State exactly what you will do and use facts to back up your skills and experience. Provide relevant samples or links to previous work – the more relevant, the better. Buyers can get a sense of your design skills if you include a sample of a brochure you created, but if they need a website created, providing links to sites you’ve designed will be much more effective. 

Get to the point. Clearly explain your services, features, and benefits. Be concise in demonstrating your skills and experience. Include one or two quick descriptions of previous work you’ve done – work that is applicable to the project – and refer the client to your profile and portfolio. Longer is not always better. 

Also, avoid jargon. Elance is a global workplace, and word usage varies from country to country. Get rid of catch phrases and just say what you mean in simple, clear and everyday language. 

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Let your personality show. Share your enthusiasm for the project or the client’s business. You and your potential client will work together on this and hopefully many more projects – give them a chance to see you as a real person. 

Review your proposal as if you’re the client. Put yourself in their shoes: How would you respond if you read this proposal? Is it engaging? Does it clearly state the benefits you’ll receive? Do you feel confident the provider can deliver? Do you get a sense of the provider’s excitement and interest in the project? Bottom line, would you consider hiring this provider? Forget what you know about your skills and work ethic – focus instead on what your proposal says about you and what you’ll do. 

Critiquing your own proposals can be tough, especially if you do so moments after you finish writing. If that’s the case, take a few minutes to review old proposals you’ve written. They won’t be as “fresh,” and you should be able to critique them more objectively. Chances are you’ll find things you wish you’d done differently – apply what you learn to help make each new proposal count. 

Do you have other ideas for creating winning proposals? Share your thoughts by leaving a comment.
First of all, allow me to offer my words of thanks to you, elance_rupa.
Though I am new to Elance and yet to receive any bid offer, I would like to share my experience from my previous engagement in corporate lives (in various capacities) that also included developing proposals for multinational corporations and government. I hope the following pointers would provide a lot of benefits. Of course we have to tailor our proposals to suit different clients in Elance environment.
A typical proposal would include:
- a cover letter
- technical section
- commercial section
- exhibits (attachments) as applicable
The cover letter is in effect your "front window glass." It allows the client to view your "shop" and take a look at what it has to offer. A carefully crafted cover letter will reveal your understanding of client's requirements and demonstrate briefly how you intend to execute them.
For a full blown technical proposal, the following are typical contents:
- introduction
- description of project scopes
- work packages
- organization chart
- reporting mechanism/structures
- variation (change) order mechanism
- proposed progress chart (timelines and percentages)
- schedule of progress payment (as applicable)
- billing and payment statements
- list of exceptions (as applicable)
- alternative proposal (as applicable)
- references to previous works/contracts
Of course the list above is not meant to be exhaustive. It just captures the most important technical aspects.
The commercial section should contain the following:
- detailed packages and their corresponding pricing (either fixed sum or rates)
- if there are deviations from the specifications, list the corresponding pricing as applicable
- if there is an alternative bid.
- delivery date(s)
- payment terms
As for Elance, the proposal is limited to 2000 characters. What this means is that invariably you have to submit your full proposal as an attachment. In this case the proposal space should serve as your cover letter.
Elance_rupa is right about the great importance of understanding the client. As a first rule, make sure you read the bid description a couple of times just to make sure you really understand what is required. This is also serves to tell you about what you don't understand. The last statement is very important. This is where you would request for further clarifications. A typical client would welcome inquiries of this nature as this serves two purposes: firstly, it helps the client to further understand the issues at stake and secondly it shows the bidder is very serious in preparing for the bid.
Putting yourself in the client's shoes is the technique to help you understand the client, as pointed out by Elance_rupa. I call this role-reversing. You do this by:
- defining the inter and intra parties (client, provider, customers)
- defining the roles of each party
- defining their expectations and requirements
- addressing their fears/concerns and how to mitigate them
- listing down their deliverables
I have followed the above rules in many business development proposals and bids. Success rate has been very high. I hope this may be used in Elance environment. I may be wrong.
I sincerely hope the above would benefit Elance newbies.

resource : https://www.elance.com/q/node/1096?no_cache=1431642024


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