CONSULTINGProposalBasicsCreatingEffectiveProposalsProposalBasicsCONSULTINGCONSULTINGProposalBasicsTheBigPicture“Theobviousisobvious…onlyafterit’sobvious”CONSULTINGProposalBasicsWhatMakesaGoodProposal?IsdirectedtotherightaudienceOffersalow-risk,well-substantiatedsolutiontoareal(notalwaysstated)needIseasytounderstandShows(notclaims)competenceOffersdistinctbenefitsoverothersBetter,faster,cheaperImpressesevaluatorsProvidestangiblevalueCONSULTINGProposalBasicsWhatMakesaBadProposal?Hardtounderstand/hardtoscoreNotresponsiveandnon-compliantFailstodemonstratecompetenceSolvesthewrongproblemOffersanunprovenorriskysolutionNotdifferentiatedfromthecompetitionClaimsarenotbelievableGrammaticalerrors/generalsloppinessCONSULTINGProposalBasicsWhy