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But nothing compared to the feeling of writing an executive summary.
With an executive summary written, or at least outlined, I’m more confident about delegating parts of the proposal creation process to different team members because they’ll understand the approach and what they need to do to contribute to a consistent, cohesive document.
Once the body of the proposal is finished, I then go back to tweak the executive summary as needed.
Its purpose is clear, its potential is huge, and putting it together can be straightforward if you change your approach and follow a few simple steps.
I’ll share what I’ve learned about writing an effective executive summary for client proposals.
This section should start to provide the client with a sense of relief and get them excited about the result. Talk about why your company, your team, or your product is not only willing to take this challenge on, but you're qualified to do so.
Maybe this is your niche market and you have lots of experience helping other companies with a similar issue.You should also talk about how the client will benefit from solving the problem - what will change, the positive outcomes, the results.Again, the focus here is on the client and their challenge, not on you and your company. This section is where you talk about the brilliant solution you’re proposing and why it will work. They can read all the delicious details in the proposal so keep it high level but still provide enough detail to convince them you have something specific and well thought out for them.They think that this is where you explain the entire proposal in 250 words.That you literally ‘summarize’ the proposal by rehashing everything from page one forward.The executive summary is arguably the most valuable component of any proposal, but most people are confused about its purpose.It’s actually not about summarizing at all; it’s about selling.Before a client hires you, they want to know that you get them.You can’t solve a problem that you don’t understand.But once I started writing a draft of the executive summary at the beginning, it was one less thing to worry about.I could edit the executive summary as needed and I knew there would be no huge surprises in what other team members had prepared. You need to get your client’s attention right away, and you do that by talking about THEM, not about you.