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Danny proposes to Sarah and reveals himself to be the Prince of St. Ives. However, they need her disapproving parents’ blessing to get married, and Sarah must struggle to stay true to herself as she adjusts to her new lifestyle. Writing a project proposal is like baking cookies. We can all start with the same basic ingredients. But the final product can vary greatly depending on flavor preferences, mixing order, baking time, and the sprinkles you use.
And being in the midst of a pandemic means you’re facing the added pressures of a changing industry impacting the sales process. That’s why it’s so important to cook just the right thing and really get it right on every project proposal.
A project proposal, also known as a business or work proposal, is a document that defines the approach required to implement a solution that meets a set of project requirements and constraints.
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This document may be the first (or only) time a potential client hears from your team about how you will approach the project. This is your chance to show who you are, what you have achieved and why you are the best fit for this project. In other words, the vacancy must distinguish you from the rest!
On a more practical level, a project proposal is also a written commitment of what you intend to do if you win the contract. Your proposal document should take stock of selling yourself while making clear commitments about scope, timeline, and budget.
While every situation may call for something different, it will be easier for you to iterate if there are requests if you invest time in formatting a proposal template beforehand.
An executive summary provides a quick overview of the current proposal. This short introduction touches on 3 main items:
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If you’ve drafted a long proposal, consider adding a table of contents before or after this section.
Use this space to tell the reader about your company. Share your mission, values and/or qualifications. List the key team members who will be working on the project along with their qualifications.
This section is the core of any project proposal as it is where you outline the hows and whys of your plan.
Start by conveying your understanding of the customer’s needs. This is a great place to highlight specific things you heard during your interview or learned during your research. For example, show how this approach will appeal to their growing mobile audience or how you will involve stakeholder voices in the process.
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Then outline the steps and steps to complete your proposed solution. Be sure to explain what each step entails and why it is part of your approach.
The budget should include the cost for all items requested, as well as any additional options you recommend. Set these aside so that your potential customer has clear choices.
When preparing your proposal budget, determine whether a fixed number, an hourly rate or a cost range is best. In general, it depends on how much you know about the client and project size and how comfortable you are with the risk.
You want to highlight costs that they have to consider that are not part of your budget (e.g. hosting, fonts, animation, long-term maintenance).
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Timelines can be tricky because you can never be sure when a project will actually start and what resources you have available.
That’s why I recommend creating a month-by-month timeline that doesn’t include dates on deliverables. This way the potential client can get a clear idea of how long it will take without focusing on actual data that may be outdated by the time the project actually starts.
Of course, many proposals need a date. In that case, why not use the tool to save time? For example, gives you the ability to create an initial Gantt chart and then quickly adjust the timeline for future proposals.
While I recommend demonstrating your credibility in the proposal, this section is a great place to include a logo wall, client list, and/or case studies.
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Take the time to build a backlog from which to choose. So create a new one with every site project you think is worth it. Of course, don’t forget to include references with direct contact information.
Now it’s time to finalize your project proposal. Hit the highlights with a brief summary of the problem and your solution. And don’t forget to recommend keeping the conversation going.
Even after all your hard work to create the perfect proposal template, it may not always fit every answer. When that happens, it’s important to identify why the situation is different and how you can change your submission to meet the recipient’s needs.
So take a moment to review the different types of project proposals you may need to prepare.
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An RFP can sometimes be a rigid, closed-loop process that offers little to no interaction with the potential customer. You may also be dealing with a large pool of applicants, with very lengthy response requirements.
Based on your answers, determine how much time and effort you want to put into customizing your template.
Some RFPs only ask for part of your skills (e.g. research and design, but not development). But that doesn’t mean you can’t still sell your full potential. After all, a potential customer can change his mind about what he needs for this project or the future.
Each partial project proposal should address how you plan to effectively create a smooth transition with the next team.
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We’ve all worked with clients who have stayed with us long enough to ask us to do it again. Sometimes they require you to go through a formal selection process. But more often than not, the process is as informal as a handshake.
Even if your client doesn’t need a proposal, at least formalize the process by providing your template feedback. It is important that each party understands what is currently needed and makes a written recommendation for scope, budget and timeline.
Before a formal proposal request comes in, you
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