today’s bissett bullet: “your proposal document is what will differentiate you from the competition and show why that business should break away from their current accountant. to do so, it must speak to them on a level they understand.”
by martin bissett
most proposal documents focus on one area. the accountancy firm, the services on offer and their associated cost. you must operate to a higher standard than that.
your proposal must tell the prospective client’s story. what their obstacles have been, their major business goals and what the opportunities now are, as you see them.
it must demonstrate that you are a better option than they currently have, because you are invested in their goals and are in the business of achieving them by removing their obstacles and maximizing their opportunities.
today’s to-do:
take a proposal of yours that has yet to be sent and review it. does it fit the description above of a higher standard of proposal document? if not, there is still time. reflect on the notes you took at the first meeting and use them to update it.
see more bissett bullets here
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