We’ve all experienced it. That sting of rejection after investing hours (or days) into a project proposal. You’ve gathered the data and built what felt like an airtight case. And then… rejection. Why do so many project bids fail to hit the mark? What are leaders truly looking for when they evaluate your proposals?
This article investigates those questions and provides ideas based on years of consultancy experience to assist you in making your proposals clearer and more effective.
The Project Proposal Pitfalls
Project bids typically fail to succeed because of various avoidable errors. These include:
- Data Overload (or Underload): Drowning decision-makers in a sea of irrelevant data or failing to provide enough solid evidence to support your claims.
- Tech-Centric Focus: Dwelling too much on the technical solutions and not enough on the business outcomes.
- Length and Lack of Focus: Proposals that drag on, losing the key message in a mass of detail.
- Missing the Point: Failing to articulate your core value proposition clearly.
- Uncompelling Narrative: Presenting information in an unengaging way that fails to resonate with the audience.
- Business Language Gap: Using technical rather than business language makes it hard for leaders to understand and see the financial and strategic implications.
- Storytelling Deficit: Neglecting the power of storytelling to make the proposal memorable and persuasive.
What Leaders Are Looking For
So, what do leaders actually want? In our experience, they prioritize proposals that offer clarity, demonstrate confidence in the solution, and present a compelling reason ‘why.’ They need to grasp quickly:
- The “Why”: Clearly articulate the problem or opportunity at hand.
- Business Impact: Explain exactly how the project will affect the business.
- Cost Transparency: A detailed breakdown of the costs involved in the solution.
- Clear Numbers: Costs and timescales need to be made clear at the beginning
- Success Metrics: Explain how you will determine project success (e.g., reduced cost, improved quality, reduced risk).
- Actionable Next Steps: Clearly outline what needs to happen next.
Ultimately, your proposal must be simple, easy to understand, and enable leaders to take quick, decisive action. When creating your proposal, ensure that the solution(s) you are offering:
- Eliminate or Prevent Problems: Remove existing issues or avoid future ones
- Mitigate Risk: Reduce financial, operational, and reputational risks.
- Improve Efficiency: Streamline operations and simplify processes.
- Optimize Costs: Meet or, ideally, reduce spending
- Enhance Capabilities: Improve overall effectiveness and capabilities.
- Boost Image: Enhance the company’s image and profile.
- Support Strategic Goals: Align with company-wide objectives and ensure compliance.
- Drive Overall Success: Demonstrate how the project contributes to the organization’s success.
Key Takeaways
Crafting a successful proposal demands more than information presentation because decision-makers need compelling arguments to engage with. Remember to:
- Be Concise: Keep your content short, focused, and to the point.
- Empathise: Put yourself in the decision-maker’s shoes; how can your project make their lives easier?
- Facilitate Decision-Making: Make it difficult to turn you down.
- Use Data Strategically: Employ data sparingly but effectively, emphasizing the “What’s In It For Them.”
- Speak Business: Use the language of business, not just technical jargon.
- Tell a Compelling Story: Craft a confident, positive, and engaging narrative.
Following these guidelines will significantly increase your chances of getting your project proposals approved and driving meaningful organisational change.
Still feel like you need additional support in refining your proposals or shaping strategies that resonate with decision-makers? Get in touch; we’re here to help you make the case that gets a “yes.”
