I got a brand new home in November. I can now travel in style, surveying the world from the comfort of my transparent box. It gets a bit drafty on my broom. Unfortunately, no one took me out of the box in November. So it got a bit stuffy. Still, I thought up some fantastic proposal tips, tricks, potions and spells to try out. So I guess the time wasn't completely wasted. Have you heard my tip about quantifying the payback?
Just as you want to see the coins come flying out of that slot machine when you see 3 cherries, your customer wants to know the payback of investing in your solution. A good proposal shows the decision maker how much she will save, how much more productive the organization will be, or how her social goals will be realized. A convincing calculation of their return on investment is more compelling than a slogan or cliché. And a picture paints a thousand words, so show the payback in a picture or a graph if possible, rather than only showing facts and figures. Ultimately, your customer is weighing up the value less the cost of your solution. And this must exceed the value less the cost of doing nothing or choosing your competitor. Payback time for your customer, means winning the deal for you.