The Big One

Many dogs are inspired by large toys to do their best in sporting activities. The same may be said for people trying to land the big client or project.

If you decide it is the right time to go after that large project or that large client, there are some actions you can take to help give yourself and your company a better chance of winning. First, line up references or testimonials. These may be colleagues, clients, academics, any variety of people having worked with you and your company.

Of course, identifying those in the same industry or with experience that will impress the decision makers is your best course of action. The positive words of a respected member of the community can go a long way in how you and your firm are perceived. Use it to your advantage. Including testimonials or letters of reference in a proposal or prospect attempt can set you apart from others.

Prune your pricing. You will likely need to give up some profit margin to land a competitive client or project. Analyze your costs and the value of landing such a project or client. Do your best to not lose money and anything you can make above your break even point may be helpful to landing same type projects or clients in the future. Know your finances and your costs.

Lastly, there must be a way to make your physical proposal stand out on its own. You can use thicker paper, perhaps 25 - 50 pound paper. Or use glossy paper. You can also have your proposal professionally bound. Certain Fed-ex stores will even bind it like a book. You may be surprised how heavier paper or binding change up the look of any presentation. Make a statement, keep it classy and elegant and you will surely be noticed.

Be well.