I would offer that embellishing the specifics around this by offering a way that a proposal can deliver compelling value that make the reader want to buy now…. A short list of bullet points that explain how the firm (the one proposing) offered similar value to other clients similar to the prospective client –
t What was done, for what kind of (general description) client and the value or result that was achieved
t Three or more bullets should raise an eyebrow of confidence
t Commitment to a niche or specific type of ideal client to “prospect” to helps
Perhaps another topic of discussion here: How important is niche-marketing in your plan to improve your closing rates for new business?
