The Art of the Proposal

Likely, you have come across the phrase ‘it’s all in the presentation’ at some point in your career. What does that really mean to you as a business owner trying to garner new clients or new projects?

Recently, we have worked on a number of proposals for a client. What stood out? The color, the simplicity, the creative use to remain as sustainable as possible. It is a digital era but there is still a time and place for paper.

If your audience is a mature Board of Directors, many of whom may be retired, this likely will be a good space to provide written, paper-based proposals. Of course, emailing a digital copy to the contact is paramount today but when presenting in person, bring along paper copies. Knowing how many and where you can be sustainable are key.

First, ask your contact who set up the meeting how many paper copies would they like. Go with their recommendation or request. If you bring more, they will probably find a home in the recycle bin, or worse yet, the garbage can. Trust their answer as the right number.

Second, review your proposal for areas that do not require you to bring down a tree or a forest in its printing. Can you print on both sides of the paper? Can you adjust certain sections, such as team qualifications, where they would be in black and white or a smaller font to conserve both paper and ink? Can you make use of quadrants with a different team member’s profile in each quadrant instead of a single page for each profile? Can you leave out the qualifications addendum in its entirety in the paper proposal? These are but a few key questions to answer to simplify and make your proposal be all about the proposal itself.

Do note that since the focus of a paper proposal is the paper itself, use a higher grade paper quality. That would be one that does not wrinkle easy or absorb humidity or water droplets. Glossy seems to work best in our experiences. And, if you choose lots of color, the color should be strategic. Perhaps, the colors of your logo or the colors of the client’s or prospect’s logo, make it make sense. And certainly know the culture you are in. Some cultures have different meanings for colors, so be sure and research that as you do not want to offend anyone.

The Art of the Proposal is real. Consider proposals your firm’s artistry. Paint them with meaning and purpose.

Be well.