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Home arrow Business Proposalsarrow Scorecard[5]: Deliverables

Scorecard[5]: Deliverables
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Wednesday, 20 February 2008
This is the fifth Business Proposal Scorecard(Deliverables).
Main focus: Fit the Client’s Goals
 
    Deliverables ( which are the work, report, or other tangible items you furnish the client) are the trickiest part of any proposal: the give clients assurance that the project will produce tangible results but you don’t want to overpromise deliverables or you won’t be able to provide the contract at a competitive cost. Since you don’t now what the competition will do, I believe you have to list first the deliverable most important to the client and then the other deliverables you offer as additional options. That way if the cost is too high you leave the client the option of asking for a revised deliverable.

Power Paragraph: Elements of the Power Paragraph

First goal: State what the client has requested as deliverables.
    Proposals succeed by meeting client’s expectations. Most clients have a firm idea of what they expect in your proposal and they probably have a firm expectation of what they expect the deliverables to be. Don’t start a proposal until you find out what the customer’s expectations are during your preliminary meetings. Start your power paragraph on deliverables by matching or exceeding the customer’s expectations on deliverables

Second goal: List what additional deliverables will be provided.
    After matching the client’s expectation, you should try to offer additional deliverables that will also contribute to ward meeting the client’s goal. This will separate you from the competition. Another advantage of extra deliverables, as mentioned before, is that if your price is higher than the client’s budget, the client might com back and ask for a quote without the extra deliverables.

Conclusion: Explain how the deliverables meet the client’s goal.
    Deliverables are only a means to an end; what counts is meeting the client’s goals. You want to tie the two together because the client can always decide to do nothing. Always reinforce that your proposal will meet a key client goal, in order to encourage the client to move ahead and to set yourself above the competition.
Last Updated ( Friday, 29 February 2008 )