{"id":118496,"date":"2023-10-24t12:12:44","date_gmt":"2023-10-24t16:12:44","guid":{"rendered":"\/\/www.g005e.com\/?p=118496"},"modified":"2024-08-27t17:00:52","modified_gmt":"2024-08-27t21:00:52","slug":"six-keys-to-getting-a-proposal-accepted","status":"publish","type":"post","link":"\/\/www.g005e.com\/2023\/10\/24\/six-keys-to-getting-a-proposal-accepted\/","title":{"rendered":"six keys to getting a proposal accepted"},"content":{"rendered":"

\"stressed<\/strong><\/p>\n

plus seven things not to do.<\/strong><\/p>\n

by martin bissett<\/i>
\n<\/i> business development on a budget<\/i><\/a><\/i><\/p>\n

what makes a written proposal become accepted by the potential client \u2013 every time?<\/p>\n

more: <\/b>six keys to turning prospects into clients<\/a> | seven mistakes in winning new fees<\/a> | how to develop your communication abilities<\/a> | five questions for measuring partner potential<\/a> | five ways to rally your firm to its culture<\/a> | when would-be partners aren\u2019t candidates<\/a> | make your expertise a new-client magnet<\/a> | don\u2019t think of it as selling<\/a> | experts: what it takes to become partner<\/a>
\n\"goprocpa.com\"exclusively for pro members. <\/span><\/strong>log in here<\/a> or 2022世界杯足球排名 today<\/a>.<\/span><\/p><\/blockquote>\n

proposal writing is a micro-science in its own right but here are the proven principles that it takes to get proposals accepted.
\n<\/p>\n

    \n
  1. the proposal must clearly demonstrate that we understand what our prospect\u2019s business is going through and that the document is offering\u00a0outcomes\u00a0that solve the problem\/realize the ambition of the prospect.<\/li>\n
  2. the proposal must appeal to the emotional as well as the logical arguments for change to induce the prospect to be inclined to be comfortable in doing exactly that.<\/li>\n
  3. the proposal must validate the firm so that the prospect believes that we can assist them specifically with their challenges, (third-party evidence, relevant awards etc.) rather than making generic and empty website promises.<\/li>\n
  4. the proposal must contain a price or level of investment that the prospect believes is commensurate with the value being offered (neither over- nor\u00a0underpriced, hence the micro-science).<\/li>\n
  5. the outcomes \u2013 not services \u2013 being offered must contain enough impact for the price to be worth affording for the client, regardless of fees they might currently pay.<\/li>\n
  6. the toughest one of all \u2013 the proposal must deliver the kind of value that makes the prospect want to become a client \u2013 now!<\/strong><\/li>\n<\/ol>\n

    this skill can take years to refine into an art to where the proposal can represent us sufficiently in our absence and offering compliance services alone will not be enough with our grade a or b prospects, hence point number 1.<\/p>\n

    why is it so difficult to sell<\/strong>?<\/strong><\/p>\n

      \n
    1. selling is stigmatized.<\/li>\n
    2. the profession has never been trained to sell.<\/li>\n
    3. there is a huge difference between selling and allowing people to buy.<\/li>\n
    4. we rarely give them a reason to buy from us that they<\/strong> care about.<\/li>\n<\/ol>\n

      seven things that trusted advisors don\u2019t need to do<\/strong><\/p>\n

      the key factor about accountants is that they occupy \u2013 should they wish to \u2013 a unique position in the minds of their clients. we know it as \u201cmost trusted advisor.\u201d these are assured and successful people and as such they avoid the following traits:<\/p>\n

        \n
      1. the needless discounting and lowballing of quotes as if you wouldn\u2019t get the engagement if it were priced correctly, and so prefer to create a false and detrimental impression of your worth right from the outset.<\/li>\n
      2. discounting when a new piece of work is required by an existing client. if we\u2019re asked to do extra work, the client presumably rates us for the work already done. reflect that value in the fee.<\/li>\n
      3. discounting when a client disputes the bill. did you set realistic expectations at the start? good, charge full value. what are they going to do, leave? you\u2019ve sprung the bill on them, so no wonder they\u2019re annoyed, in which case many advisors discount and feel lucky to have kept them. don\u2019t make that mistake again.<\/li>\n
      4. saying accountants are boring in an ironic self-acknowledgement of the commonly held myth surrounding the profession. you\u2019re not boring and by trying to curry favor by employing self-deprecating humor we\u2019re just perpetuating the myth. don\u2019t perpetuate it, disprove it.<\/li>\n
      5. taking six weeks to get back to a potential new client after the initial meeting. the excuse \u201cwe\u2019re so busy\u201d doesn\u2019t tell the client that our firm is in demand; it tells them that they are likely to receive service as crappy as what\u00a0they are getting when they are supposed to be in this \u201ccourting\u201d\u00a0phase with us.<\/li>\n
      6. saying you convert 95 percent of opportunities once your foot is in the door. you\u2019re talking about referrals and we all convert 95 percent of those. marketing brings about non-referred opportunities, ones that we have to sweat to get but would\u2019ve been unlikely to have gotten any other way. twenty-five percent of those converted is good going initially.<\/li>\n
      7. claiming low client attrition rates as a barometer of great service. no one moves accountants unless they need to and very few know why they need to because they are not educated very well by competing firms. our clients are perpetually at risk. minimize the liability with actual good service, as in, what the client values about us rather than what we think is good about us.<\/li>\n<\/ol>\n","protected":false},"excerpt":{"rendered":"

        plus seven things not to do.<\/strong><\/p>\n

        by martin bissett<\/i>
        \n<\/i>         business development on a budget<\/i><\/a><\/i><\/p>\n","protected":false},"author":1343,"featured_media":51854,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_relevanssi_hide_post":"","_relevanssi_hide_content":"","_relevanssi_pin_for_all":"","_relevanssi_pin_keywords":"","_relevanssi_unpin_keywords":"","_relevanssi_related_keywords":"","_relevanssi_related_include_ids":"","_relevanssi_related_exclude_ids":"","_relevanssi_related_no_append":"","_relevanssi_related_not_related":"","_relevanssi_related_posts":"","_relevanssi_noindex_reason":"","footnotes":""},"categories":[2271,3120,3002],"tags":[],"class_list":["post-118496","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing","category-pro-member-exclusive","category-special"],"acf":[],"yoast_head":"\nsix keys to getting a proposal accepted - 卡塔尔世界杯常规比赛时间<\/title>\n<meta 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