4 Simple Ways to Improve Your Business Proposals

Retention proposals for existing clients are some of the most difficult proposals to prepare because the service team often feels in a defensive position, particularly if there have been challenging service issues.

Reasons for Retention Proposals

There are a number of reasons why clients ask for proposals, including management changes, Board requirements, regulatory requirements and mergers or acquisitions where another firm performs similar services.

In a retention situation:

1. Make an honest appraisal of the situation to the client. If appropriate, acknowledge that errors were made and describe the changes that will ensue.
2. Emphasize what the firm has done in the past and why those things were important (especially important if there has been a management change).
3. Emphasize the disruption and loss of experience or continuity that would result from a change.
4. Highlight the benefits of the firm's involvement in the client's future.

Other Factors To Consider

Proposal Manager Toolkit - Clarifications

If there is new management, spend time documenting the history of the firm's relationship, achievements and concern for the client's best interests.

Express willingness to adopt new procedures and help hold down costs, a certain concern of every new executive.

Copyright 1997 by Kaye Vivian (kvivian@cloud9.net). All rights reserved.