A consulting proposal is a document sent by a consultant to a prospective client to describe the work to be performed and the conditions that must be met in order for the consultant to be able to carry out the work. Consultation proposals are usually prepared after the consultant and prospective client have discussed the work in detail. The skill of making proposals is needed by every independent consultant because you can get new clients if you are able to submit a good proposal.
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Part 1 of 3: Knowing the Basics for Making a Proposal
Step 1. Study the work you will be doing in detail
Consultation proposals are different from biodata. You can't submit as many proposals as you want because you want to be accepted for work. Each proposal must be prepared specifically according to the needs of the client who wants to use your services. The more you know about the client and what he needs, the better your proposal will be. Therefore, learn how to make a good proposal by taking the following steps:
- First, invite the client to meet to discuss a work plan. Make an effort to record the results of the discussion carefully and ask questions so that you understand correctly what you have to do.
- After that, you can call or send an email if there are still things that need to be clarified or asked.
- When making a proposal (which will be explained in the next section), try to do a little research looking for information. For example, to prove that the services you offer can lead to success for clients, look for business survey results that support your offer.
Step 2. Write down the agreed terms about your assignment
Don't make a work agreement as a consultant, but in the end you will be forced to take on a task that you don't agree to. Make sure you know clearly what the client expects from you. That way, you can make a proposal by listing the limited tasks that have been agreed upon by both parties. Some things you need to make sure before making a proposal, for example:
- Your task and the results the client wants
- work schedule
- Specific goals that you have to achieve by a certain date
- Sometimes, you have to discuss with several people. For example, if you want to offer consulting services to resolve disputes between management and employees, you should talk to representatives of both parties and clients who need your services.
Step 3. Make sure the client has made a commitment in terms of payment
Payment information is the most important part of the entire proposal. You don't need to make a proposal if the client can't afford to pay for your services properly. Before making a proposal, make an agreement with the client about the amount of payment you will receive and the terms. That way, you can refer to the agreement to create a proposal that the client must sign and agree to.
- In addition to the amount of the consulting fee, you also have to make an agreement with the client in terms of operational costs while you are working, for example: the cost of gasoline, stationery, travel costs, and others. In your own interest, have the client cover all the costs.
- Don't make a consulting proposal if the client can't confirm how much and when you'll be paid.
Step 4. If possible, get a job without submitting a proposal
Consultants usually give advice, “It is easier to prepare a confirmation than to make a proposal for consulting services”. Remember that a consulting proposal is just an offer that doesn't guarantee that you will get the job. Clients may request proposals from several consultants and choose one, so as much as possible, make an agreement with the client before making a proposal. This way, the client only needs to confirm that you are ready to start work, instead of considering whether or not your offer is accepted.
Part 2 of 3: Writing a Proposal
Step 1. Start by greeting potential clients
Begin your proposal like writing a letter by explaining in a short paragraph that you want to work with the client and that you are the best candidate for a particular job (which you will find out more about later). For this section, you can open it with a "warm" and personal greeting, but still have to sound professional.
- Write the client's name, may use the first name or with the greeting "Father" / "Mother". This way indicates that the proposal is prepared specifically for the client who accepts it.
- Search the internet for sample proposals so you know how to write an opening paragraph.
Step 2. List the work you want to do in the first paragraph
Describe in a few sentences the work that has been agreed upon to show that you understand what has to be done, the problem to be addressed, the responsibilities to be fulfilled, and the scope of the work (short project, long term, etc.).
Describe the work that you will do specifically in this section, but do not include other points in detail, for example: costs, hours of work, etc. because they are not needed
Step 3. In the second paragraph, describe your qualifications
Try to offer yourself as the most suitable person for this job. To attract clients' attention, include your background in education, training, and work experience that has received positive feedback. In addition, you may explain the personality and values of your beliefs, although they must be supported by concrete evidence.
Consider the possibility of competition with other consultants. Try to imagine how to provide a measurable benefit to the client through financial or time aspects. In this way, you can demonstrate your competitive advantage over competitors with equal or better qualifications, but unable to provide added value to clients
Step 4. In the next paragraph, describe the job you are offering
Use clear and specific terms to describe in detail what you will do to address the client's problem. Show what results the client is sure to get after consulting you. Provide a specific description of your work methods and schedule.
To prevent problems from arising, you need to describe what you want your client to do while working in terms of personnel, access to work, and work equipment, for example by listing the names of the personnel who will work full time with you, suggesting areas of the office you are allowed to work in. enter, etc
Step 5. Explain what you will not do during the consultation
As a consultant, you must prevent problems from arising because the scope of work is getting wider so that your responsibilities are getting bigger, but you are not getting additional compensation. Define the problem you are going to solve and explain that other related issues are not included in the proposal.
The right way to convey this is to present it point by point so that the client is fully informed
Step 6. Submit a price quote for the consultation you will provide
This offer depends on the scope of work you have to do and who your clients are. Keep in mind that you may have to compete with other consultants, so set a competitive price according to your own business conditions and needs.
Also include any additional costs required, for example for meals, hotel rooms, transportation, etc. must be borne by the prospective client. Try to get approval early on, for example by confirming that you will submit a receipt at the end of each month. This method prevents the client from rejecting your bill with the excuse: “never gave consent to pay the fee”
Step 7. Conclude the proposal by making a summary
As with writing an academic essay, the purpose of the conclusion paragraph is to provide a summary of the contents of the entire proposal. State again your ability to work, your readiness to provide consulting, and your belief in delivering the results that clients expect. As in the opening paragraph, you may end the proposal with a closing greeting by including the name of the client for a more intimate feel.
When you're done, sign the proposal, write the date, and leave some space for the client's signature
Part 3 of 3: Making a More Effective Proposal
Step 1. Make a short and interesting proposal
Keep your proposal as short as possible, but accurately describe who you are and the work to be done. Prioritize quality, not quantity. Try to keep the client from finding reasons to drop your proposal and choose another consultant's proposal, so make it a readable one.
In general, it is sufficient to make a proposal in two pages. If you want to provide a lot of data, present it in the form of an attachment so that your proposal is not too long
Step 2. Focus on the client
Maybe you want to use some spaces to list your qualifications, but the client is the most important person in the proposal, not you. Even if you want to tell more about yourself, do so by showing that you are the most qualified person, not just the greatest.
Don't talk too much about your work experience (or where you've worked, if you're not an independent consultant)
Step 3. Don't use clichés
Many clients, especially companies, are used to hearing meaningless clichés from people who want to be important. Do not let you present something boring. Write a proposal with clear concise sentences. Don't make promises that sound more pleasant using fancy jargon. You just have to promise pleasant results.
Examples of clichés: “best performance”, “synergy”, “effectiveness”, “optimal” etc. and each line of business has its own terms. These words have lost their meaning because they are used too often and are no longer effective
Step 4. Pay attention to word spelling and grammar
Although it seems troublesome, these two things are very important in making a proposal. Even if you're not consulting on writing, error-free and professional communication shows that you've put in the time and effort to bring out the best in you. Mistakes don't mean you're not qualified for the job, but they do show that you haven't done your best to make your proposal entirely correct. In the intense competition between two competitors, this will be the deciding factor.
Once your proposal is complete, read it again to improve grammar and sentence structure. If you have time, ask a friend or family member to read and provide feedback. They are easier to spot mistakes that you are not aware of because they are not directly involved in the writing process
Tips
- Prepare a proposal that serves more as a confirmation letter than a prospectus. In other words, you and the client already know each other, have discussed the work in detail, and reached an agreement on costs.
- Don't make a consulting proposal without understanding the work to be done as this will only bring you trouble while you work. In addition, you will run into more serious problems because you have to incur huge costs and face disputes with clients for doing work you don't understand.
