The Two-Page Proposal: Pitch With Success

— determining and meeting readers’ needs, writing techniques, using a proven template —

Jane Watson - Workshop Leader

(One-day workshop)

Business people seldom have the time and patience to read lengthy proposals. Therefore, proposals that can meet the reader’s needs and answer key questions in just one page are more likely to succeed.

The Two-Page Proposal: Pitch with Success workshop will provide participants with the tools to organize ideas into a tight, persuasive document.

WHO SHOULD ATTEND:

• Managers and salespeople who are looking for a new way to sell ideas/products/services to clients/customers
• Anyone who wants to sell ideas to senior management

Note: This workshop is not for people who must use their organization’s template to write proposals.

YOU WILL LEARN TO:

• Manage research effectively
• Compress ideas without losing important details
• Organize proposal details into an effective one-page format
• Structure arguments strategically
• Understand what sells ideas to a busy reader
• Keep the reader’s attention
• Use the words that sell
• Increase the chances of a positive reply

COURSE OUTLINE

Introduction to Proposals

• What is a proposal and what makes it a winning one
• What is wrong with many proposals
• How a proposal is reviewed
• When a one-page proposal works

Understanding the Reader

• Understand reading habits
• Determine the questions all readers have
• Identify your reader’s specific questions
• Isolate the “fear factor”

Getting Started

• Review the basic structure of a one-page proposal
• Learn the 5 steps to get you started
• Outline the proposal (case study)

Writing (first draft)

• Follow the 7 rules for clarity and conciseness

Organizing

• Catch the reader’s attention with the title and subtitle
• Document the objectives
• Summarize the background material and present expertise
• Make the pitch
• Present the finances
• Explain the status
• Request action

Making It Stand Out

• Design a checklist for details
• Know what to cut
• Add the words that sell ideas
• Avoid oversell
• Check a style guide for abbreviations and capitalization

Summary

• Create a personalized action plan

METHODS TO BE USED

This one-day workshop is highly interactive, using discussions and group and individual exercises. By the end of the day, participants will have prepared their own one-page proposal on a topic of their choosing or on a topic assigned by the facilitator.

The client may be asked to assist in the preparation of a practical case study that the participants can work on during the session.