Common pitfalls of the business proposal

Trying to justify the purchase of a software purchase you know will help you do your job better? As we all know, getting approval from those that hold the purse strings can be a tough proposition, regardless of how great the proposed solution is.

Building your case, what you need to know is that your business proposal can make or break you chances of landing that coveted solution.

Since EHS and quality personnel are typically preoccupied with different day-to-day concerns than your average director, CEO or CFO, it is important to maintain a strong sense of the bottom line as the business proposal is created. Here’s a few critical tips and pitfalls often encountered in the composition and presentation of a business proposal:

  • A focus on software over ROI: While the particular advantages of the software solution under consideration are worth mentioning in the business proposal, it is fundamentally important software details do not distract from the most significant aspect of the proposal: the ROI. This is the bottom line a decision-maker will want to see in clear terms.
  • Length of Proposal: It is important to know the people who will be reading the business proposal to determine the length of the proposal. If the audience will appreciate longer, more detailed information, then make it longer. If the readers are visually oriented, use graphs and charts to illustrate your points.
  • Presenting the Quote Form: Work with your sales representative to generate a complete quote form with a clear ROI breakdown, an implementation plan timeline and resource allocation details.

For more on how to build the business case for any software solution, from any vendor, take a look at our Pocket Guide, Getting Approval for Your Software Solution

Leave a Reply

Your email address will not be published. Required fields are marked *