The Real Reasons You’re Not Winning Proposals (and How to Fix Them)
You keep losing proposals. It’s frustrating. Why isn’t it working? It’s a fix, you tell yourself. They were just looking for the cheapest option.
The timeline or the word count was just too short for us to show our real value. The truth is, if you’re consistently losing, you’re probably making a few key mistakes.
1. You Don’t Understand the Client’s Real Needs
Too many proposal writers focus on what they think matters, instead of what the client asked for.
How To Fix it:
- Dig deeper: Pay attention to the client. Understand what’s driving them.
- Tailor your solution: It’s not about what you think they should want, it’s about what they do want.
How AutogenAI helps:
AutogenAI checks your response against the detailed client requirements, so you avoid mismatching your offer and align your response with their specific needs.
2. You Don’t Know Your Own Solution Well Enough
If you can’t explain what your solution does, how it does it and why it does it, then you are as good as lost. And so is the proposal.
How To Fix it:
- Get clarity internally: Make sure you can clearly explain what your solution really is before you even think about writing.
- Align with the client’s outcomes: Remember, it’s not about what you do, it’s about how what you do solves their problem.
How AutogenAI helps:
AutogenAI helps generate a structured first draft quickly, giving you time to clarify and refine how your solution aligns with the client’s needs. It ensures you communicate the right message effectively.
You’re Not Telling the Right Story
A good proposal is about telling a compelling story where the client is the hero, and you are the guide who can help them overcome the challenges they face. Too often, we make ourselves the hero – the focus should always be on the client.
In a bad proposal, we spend way too much time talking about ourselves – our achievements, our expertise. The client wants to know we understand their challenges and can help them overcome them.
