Question: Who is your client/prospect more interested in – you and your company OR themselves and their business?
I think we all know the answer to that one, and yet it is surprising (or is it?) how often business presenters get it wrong – badly wrong.
Bob Musial points out that prospects would love to hear from you if you’re going to help them solve a problem that’s keeping them up at night. But your proposal has to be engaging, even more so if it’s a written document for them to read, where you won’t be present, guaging your audience and able to react.
In his excellent article, “This proposal is pretty good, right Bob?”, Bob outlines the vital steps to ensuring that your proposal is remembered – for the right reasons.