The Owners' Manual | Issue 24 | Spring 2022

Proposal writing is hard. Between tight deadlines, multiple authors, and vague requirements – it’s enough to make even the most experienced writer overwhelmed. And for technical staff or project managers new to proposals, the task can feel impossible. But with the right tools and some best practices, anyone can create a persuasive The most important person in any proposal pursuit is the client. They are the ones who decide whether BL gets the project, and they are the ones we are trying to impress. Before you start working on a proposal, you should think about your audience, what they value most, and how that will impact your content. This is especially important at BL, because we have such a diverse portfolio of clients, services, and geographies. Each client and project is different, but when you understand who the client is and what is important to them, you will be able to create more impactful proposals. 02. SHOW DON’T TELL One of ways you can demonstrate your understanding of a client and project is to back up claims with specific examples and past successes. Don’t rely on buzzwords or statements of fact to prove your qualifications. If your client has a limited budget, it’s not enough to say, “We have experience working within tight budget constraints.” Give examples of past projects and explain how that experience will translate directly to the client’s proposed project. 03. SPEND TIME WHERE IT COUNTS At BL Agility is a core value, and for good reason. Time is one of the most important resources in our industry – and one of the rarest. That’s why you need to learn how to prioritize your time. Think about how the proposal will be judged and what’s going to make or break your submission. When you’re low on time and juggling multiple deadlines, you don’t want to rush through what’s important. No one has ever lost a project because their cover isn’t exciting enough, or their project sheets weren’t in the perfect order. However, plenty of firms have lost projects because their approach feels boilerplate, confusing, or rushed. PROPOSALWRITING BEST PRACTICES Julia DeFrances, Marketing Coordinator and compelling proposal. 01. KNOW YOUR AUDIENCE