Suggested Action and Timetable
The purpose of this section is to make it as easy as possible for the buyer to make a positive purchase decision. In effect, this section should say “. . . if you like the proposal and want to act on it, this is what you do.” There may be a contract to sign, an order form to fill out, or instructions regarding who to call to place an order or request further information. A timetable that details a schedule of key implementation events should also be included.
The specific content of a written proposal will vary from situation to situation. Nevertheless, there are certain content expectations and contextual issues that are universal. Salespeople desiring to enhance their proposal writing skills should evaluate the completeness and accuracy of each proposal they write. Exhibit 6.2 presents a “Proposal Writing Scorecard” that can provide an effective checklist for evaluating and improving writhing skills.
EXHIBIT 6.2 The Proposal Writing Scorecard
The following scorecard evaluates five dimensions that should be contained in effective written proposals: reliability, assurance, tangibles, empathy, and responsiveness. Scoring each of the items in the five sections can assist you in detecting strengths as well as weaknesses. Score each item using this scale: 5 = Excellent; 4 = Good; 3 = Average; 2 = Poor; and 1 = Inadequate.
Reliability: reflects your (the seller’s) ability to identify creative, dependable, and realistic solutions and strategies and match them to the buyer’s needs and wants.
Does the Proposal:
1. Clearly articulate proposed solutions and strategies?
2. Provide creative and innovative solutions and strategies for the buyer?
3. Present solutions and strategies appropriate for buyer’s business operation and organization?
4. Provide financial justifications that support the proposed solutions and strategies?
5. Provide references that support and reflect dependability?
TOTAL FOR RELIABILITY