Effective proposal writing is critical to success in business. This course gives you proven techniques and skills to help you write proposals to get the results you want. Discover the secrets; learn what to do to and what not to do. Plan a strategy and master the art of persuasion by building compelling arguments that focus on reader-centred writing, which produce documents reviewers want to read. Win the work, get the grant or have the green light for your next project!

Course Content

Topic 1: Introducing Proposals

• What is a proposal? Meet some of the different types: tenders, letters, applications for grants, sponsorship, scholarships or employment – and there are plenty more.
• In discussion we’ll assess participants’ needs and focus on the area of greatest interest to the group
• What works? In groups we’ll review good and not-so-good examples and discuss what successful proposals have in common
• Common reasons proposals fail – a reviewer’s perspective
• Getting oriented: ensuring you understand the audience, context and purpose of the proposal is the key
• The proposal lifecycle, from pre-write to win.
• The key components. What must/may /should not be said.
• Optional extras – presentations, meetings and interviews to support the written proposal

Topic 2: Three Steps to Success

Step 1: Go or no go?

Proposals take time and effort. You need to be sure it’s worth it before you make that commitment. In this session we’ll learn a method for analysing an opportunity before deciding whether or not to go ahead and submit.

Discover how to:

• Appraise the context in which the proposal is called for
• Research the target and get to know their goals, needs and priorities
• Evaluate the costs (including the non-financial ones) and the benefits to you
• Assess feasibility – can you deliver?

Step 2: Pick a winning strategy

How do you decide what will work? This is a mapping exercise to help you assess:

• The fit between what they want and what you can offer
• How best to gain their confidence McKinsey
• The factors that mean they’d choose you
• Where you can go beyond their brief and add extra value

Step 3: Plan to meet the deadline

Discover how to:

• Develop a timeline and schedule the preparation of the document
• Identify and clarify responsibilities
• Manage the overall process

Topic 3: Writing to Win

Winning proposals are user-friendly. They’re attractive. The recipient likes reading them. Yet time and again, proposals are destroyed by poor information design, clumsy written expression and unprofessional layouts.

This hands-on session teaches you how to write to build your credibility, hold your audience’s attention and keep them interested, so you get the result you want.

We’ll cover:

• The art of persuasion – how to make a case using evidence, logic, and emotion – so people want to agree with you
• Professional writing – clarity, style and tone
• Grade A content – accurate, concise and clear.

Topic 4: Presentation Matters!

The way your proposal looks says a lot about how you’ll do the job. Impressive proposals are clear, accessible and easy to follow.

We’ll learn:

• How to design documents effectively, using structure, formatting, styles and layout for best effect.
• When, where and how to use graphics
• Tips for making the process easier: Boilerplates, multiple writers, version control, and tools for managing large documents.

At the end of this session participants can bring in proposals they are working on, for a trouble- shooting session.

Course Outcomes

At the end of this course, participants will be able to:

• Recognise different types of proposals and the key components of each
• Adopt a reader-centred approach to writing
• Analyse an opportunity to decide whether to take it
• Develop a winning strategy
• Prepare a convincing case and present a professional, high quality document
• Plan and manage the proposal’s production