Empathy: confirms your thorough understanding of the buyer’s business and their specific needs and wants.
Does the Proposal:
1. Clearly identify the buyer’s specific needs and wants?
2. Demonstrate a thorough understanding of the buyer’s business operation and organization?
3. Provide solutions and strategies that fit within the buyer’s business goals?
4. Fulfill the buyer’s original expectations?
5. Identify and discuss financial and nonfinancial benefits in terms of their impact on the buyer’s unique operation and organization?
TOTAL FOR EMPATHY
Responsiveness: developed in a timely manner and demonstrates a willingness to provide solutions for the buyer’s needs and wants and to help measure results.
Does the Proposal:
1. Meet or beat the completion deadline?
2. Reflect a genuine willingness to understand the buyer’s business operation and organization and to provide viable and flexible solutions and strategies?
3. Reflect the proposing organization’s willingness to work closely with the buyer by enthusiastically asking questions, gathering information, presenting options, and reviewing draft proposals?
4. Did the proposing organization thoroughly review the final proposal with the buyer and respond to their questions or clarify any outstanding issues and concerns?
5. Are the proposed solutions or strategies within the buyer’s budget and implementation timeframes?
TOTAL FOR RESPONSIVENESS
The expectation for perfect spelling and grammar is universal. Misspelling a customer’s name or misstating the title of the recipient or the exact name of the organization risks turning off a prospect. After