Writing Proposals that Win Business

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Writing Proposals that Win Business

• Leigh Hunt

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Topics

• Writing a bad proposal
• Writing a good proposal
• Who is it aimed at?
• Whats in it
• How much detail
• Essentials
• Funding Programmes
• Pre Application Process
• Application Process
• BL Requirements

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Writing a bad proposal

• Poor (or no) understanding of client business
• Few details of proposals
• Insufficient pricing information to carry out
  comparisons
• No added value

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Elements of a good proposal

• Brief overview of your business
• Brief overview of client business
• Providers understanding of client requirements
  and commercial objectives
• Detailed breakdown of elements
• Project Plan
• Post project support
• Price breakdown

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Who is your proposal aimed at?

• Is your contact the decision-maker?
• Will the final decision be taken remotely?
• How much technical knowledge?
• What are the drivers?

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Brief overview of your business

• Who are you?
• How long established?
• Mission statement?
• Accreditations and specialisms?
• Similar projects carried out (with testimonials)

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Brief overview of client business

• Aim to show that you understand your client and
  all aspects of their business
• Overview of business
• Explanation of problem/ambition
• Brief detail of other aspects to be considered
• Financial restrictions?

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Providers understanding of client requirements
and commercial objectives

• Show that you care
• Show that you are competent
• What other aspects of the business will need to
  be considered?
• What are the med-longer term implications?
• Training requirements?

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Detailed breakdown of elements

• Include sufficient detail for comparison
• Explain what you are proposing and why
• Give options
• Emphasise benefits
• Other considerations, where appropriate

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Project Plan

• Who will do what?
• Where does responsibility/ownership lie?
• Timescales?
• Dependencies?
• Variables?

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Post project support

• Give full (costed) details of all options
• Think about the training requirement
• May include aspirational options
• Your opportunity to build a lasting relationship

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Price breakdown

• Cost each element separately
• Make clear which elements are essential and which
  are optional
• Provide costing comparison
• Give ongoing costs

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Funding programmes

• ENSTAR
• PASBA
• CEMAG
• SIBBP
• Accelerate
• CSS

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ENSTAR

• Objective 2/RZ Specific
• 0-18 month old businesses
• High Growth Sectors
• Consultancy support 50
• Max 5k tbc

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PASBA

• Objective 2/RZ Specific
• 1-9 Employees
• Consultancy support 50
• Max 2.5k
• Business Appraisals - External Consultant fee 250

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CEMAG

• Objective 2/RZ Specific
• 10 Employees
• Consultancy support 50
• Max 10k

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SIBBP

• Support for implementing Best Business Practice
• Benchmark
• Strategic Action Plan
• Consultancy support 50
• Max 5k

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Accelerate

• Objective 2 Core only
• Automotive Supply Chain
• Consultancy 50
• Max 30k

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CSS

• Consultancy Support Scheme
• Funding of last resort aimed at non objective 2
  areas
• Limited funds
• Intervention rate 40

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Pre Application Process

• Advice
• Brief/specifications
• Proposal discussion
• Eligibility checks
• Project management

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Application Process

• Project outline application
• Appendix
• Proforma
• GVA
• Benchmark
• Strategic Action Plan
• Suppliers Proposal

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BL Requirements

• SBS Registration
• EU Tendering Requirements
• Benchmark
• Strategic Action Plan
• Outputs
• De-Minimis Rules
• GVA

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Project Outline Application

• Aims
• Objectives
• Methodology
• Outputs
• Monitoring
• Evaluation

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How to make life easier

• Dont start until you either have a contract from
  BL or have been given the green light by the
  adviser
• Use provider guidelines
• If in doubt contact a business adviser
• The adviser is there to provide client supplier
  liaison
• We want to ensure that we all have a satisfied
  client