Page 71 - Writing Winning Business Proposals

62 Writing Winning Business Proposals

WORK SESSION 3: Applying a Measurable-
Results Orientation for ABC

To apply a measurable-results orientation, you know that you must try to quan-
tify those items in Cell 6 of the Logics Worksheets (see Figure 3.25) that fall
under the category “Benefits from Implemented Plan.” Some of those items, such
as “continued autonomy” vis-à-vis Consolidated, aren’t necessary or even pos-
sible to quantify. Others, such as “higher morale,” are probably too difficult to
quantify. Many of the items, however, are subject to quantification or estimation,
assuming that you have relevant data from ABC or from previous projects whose
results have been tracked.
Therefore, you decide to get relevant data from follow-up questionnaires that
were sent to clients at various times after projects were completed. These data
track implemented actions, measurable improvements, that could be attributed
to projects completed by you or your firm. The question you want to answer is
something like this: In projects similar to the one you hope to conduct at ABC,
what measurable results have accrued in terms of overall cost-effectiveness of
operations, improved product quality and service levels, maintained or increased
market share, and so on? Assuming those data are available and that you are
confident that the situations have enough similarities, you plan to incorporate a
range of such increases, decreases, and improvements within the proposal itself
to indicate to ABC that you, in fact, have significant experience and expertise to
achieve the company’s project’s objective.