Losing proposals and the contracts that come with them is never fun. You know you can do the job, but for some reason your prospective client went with someone else. But there are reasons your proposals might fail, and oftentimes they’re the same reasons time and time again. For example, you first must pre-validate the client, ensuring they are a good match for your company. Set expectations beforehand. Let the prospective client know how you work, what your baseline budget is, and why your solution is the best one for them. If you don’t set these expectations and get on the same page, you’re setting yourself up for failure and a lot of wasted time down the line. Also, keep in mind that buyers generally hire people they trust and like. You need to start building a rapport with the client immediately, before you pitch them on your proposal. Don’t just learn about their business – learn about them as people. Keep in mind, too, that clients want to hear about what your proposal will get them over what you’ll do. If you focus only on the plan and not the outcome, chances are you’re talking too much about yourself and not enough about them. Find fixes for these and more common proposal mistakes here.
