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Writing Your Proposals Training from Selling Graphic Design

22 Aug, 2008 McKell Naegle

Two most common types of formal requests received

·RFP – Request for Proposal

·RFQ – Request for Quotation

oFormal Bid Conferences

Four Basic Parts to a Bid

·Capabilities Statement

oYour design firm’s qualifications, and why it is best suited for this particular project.

·Project Overview

oA.Background – your interpretation of the background of the project and your goals/purpose of the project

oB. Work Requirement – Complete description of the project, including any special design elements that you want to highlight.

·Technical Proposal

oDescription of the scope of work from your point of view and your insights on how you can improve the process.

§Customers want a custom job, not a cookie cutter approach.

·Cost Proposal

oThis area should contain ONLY the cost of work and expenses spelled out in the client’s “Statement of Work and Requirements.”

§Most companies use cost as a parameter, not as a specific criteria in proposal evaluation.

oBE SPECIFIC – make sure you list proofing cycles, how it will be presented number of copies to be printed.

Other items to add to the proposal

·Time-line Management

·Project Staff Profiles

·Client List

·Graphic Design Trade Customs (terms your company uses to conduct business)

Don’t be afraid to ask how much a client paid for this service the year before.

The Exit

·If you don’t get the project, call the client and request a critique of your proposal.Write a letter telling the client that your company is available if things don’t work out with your competitor.

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