Bagaimana Cara Membuat Proposal Bisnis yang Menarik Bagi Klien ?

Melihat persaingan bisnis yang semakin ketat, perusahaan perlu meningkatkan kemampuan mereka dalam menulis proposal bisnis yang baik.

Pada umumnya, sebelum melakukan proses tender untuk outsourcing, perusahaan besar atau pun pemerintah mengeluarkan dokumen yang disebut dengan request for proposal (RFP). Dokumen tersebut akan memuat daftar permintaan yang mereka inginkan.

Untuk dapat mengikuti tender, Anda perlu menyiapkan sebuah proposal bisnis. Dalam proposal tersebut, Anda dapat menuliskan bagaimana perusahaan Anda dapat memenuhi permintaan klien serta menyebutkan keunggulan Anda jika dibandingkan kompetitor yang lain. 

Agar klien tertarik dan memilih perusahaan Anda untuk mengerjakan proyek yang mereka tawarkan, terdapat beberapa hal yang perlu Anda perhatikan dalam pembuatan proposal bisnis, berikut beberapa diantaranya: 

Pelajari Permintaan Klien

Langkah pertama adalah mengetahui dan memahami kebutuhan klien. Anda dapat memulainya dengan mempelajari RFP klien.

Selanjutnya adalah Anda dapat meninjau apakah perusahaan Anda mempunyai waktu, budget, sumber daya, serta keahlian dalam menyelesaikan proyek tersebut. Selain itu, Anda juga dapat melihat apakah proyek tersebut mempunyai prospek jangka panjang dan potensial bagi perusahaan Anda. 

Memahami Klien

Agar proposal yang Anda tawarkan bisa tepat sasaran, Anda perlu lebih dari sekedar melihat RFP klien saja. Cara yang paling ampuh adalah dengan berbicara secara langsung mengenai permasalahan yang dihadapi oleh klien, kebijakan, serta filosofi perusahaan tersebut.

Anda juga dapat menanyakan langkah-langkah apa saja yang telah dilakukan dan mengapa belum berhasil. Selain itu, Anda juga dapat menanyakan mengenai kriteria apa saja yang klien inginkan untuk mengevaluasi proposal yang akan Anda ajukan.

Anda juga dapat melakukan riset sekunder yaitu dengan cara mencari informasi melalui internet atau menanyakan kepada kolega yang pernah bekerja di perusahaan klien. Riset ini diperlukan agar Anda dapat menghindari strategi yang sebelumnya telah dilakukan oleh klien.

Sumber: unsplash.com

Gunakan Metodologi yang Tepat

Setelah kebutuhan klien dapat Anda identifikasi, maka Anda dapat mulai memilih metodologi apa yang akan Anda buat saat mengajukan proposal. Anda dapat berdiskusi terlebih dahulu dengan klien serta melakukan brainstorming dengan partner kerja Anda untuk mendapatkan metodologi yang tepat.

Setelah metodologi ditentukan, analisis biaya serta keuntungan yang Anda dapatkan, serta waktu dan sumber daya apa saja yang dibutuhkan untuk menyelesaikan permasalahan klien.

Cantumkan juga potensi hasil dari setiap metodologi yang nantinya akan Anda sebutkan di proposal tersebut. Selain itu, agar klien tertarik dengan proposal bisnis Anda, tambahkan bukti bahwa perusahaan Anda adalah perusahaan terbaik di bidangnya, serta alasan kuat mengapa perusahaan Anda layak untuk dipilih.

Evaluasi Solusi

Proposal bisnis yang Anda ajukan kepada klien harus sesuai dengan kriteria yang mereka inginkan. Karena itu, Anda perlu melakukan penelusuran langsung kepada klien untuk mengetahui kriteria seperti apa yang mereka harapkan dari suatu proyek serta orientasi dari decision maker yang dibuat, baik secara finansial atau pun operasional.

Proposal yang baik harus memuat keuntungan serta solusi yang menyenangkan bagi decision maker. Jika decision maker mengevaluasi proposal bisnis Anda dan menemukan bahwa solusi yang diberikan bagus namun memiliki biaya yang mahal, maka Anda akan sulit untuk memenangkan proyek.

Ungguli Kompetitor

Cantumkan berbagai keunggulan dari perusahaan Anda dibandingkan dengan perusahaan kompetitor. Jika rival Anda merupakan perusahaan yang lebih besar, maka cara terbaik adalah dengan menyebutkan spesialisasi perusahaan Anda sesuai dengan kebutuhan klien.

Selain itu, Anda juga dapat menjelaskan solusi dari permasalahan yang terjadi secara mendetail dalam proposal Anda. Jika Anda beruntung, klien bisa saja memberitahu perusahaan apa saja yang menjadi kompetitor Anda berikut preferensi serta opini mereka mengenai kemampuan rival Anda tersebut.

Tulis Proposal Bisnis

Setelah kelima langkah di atas telah dilakukan, Anda dapat mulai menyusun proposal bisnis yang baik dan rapih. Sangat direkomendasikan untuk menggunakan kata atau frase yang telah mereka gunakan dalam RFP, serta menggunakan kalimat pendek yang mudah dipahami, dan tanpa jargon.

Untuk lebih membantu klien dalam memahami proposal yang Anda buat, sebaiknya tambahkan beragam visual yang menarik, seperti grafik atau foto. Selain itu, pastikan proposal bisnis yang Anda kirim sesuai dengan format yang telah diminta oleh klien.

Berikut ini adalah daftar urutan penulisan proposal yang baik dan benar berdasarkan rekomendasi dari Shervin Freed, Writing Winning Business Proposals, antara lain yaitu:

  1.  Latar belakang penulisan proposal bisnis ke klien
  2.  Tujuan proposal bisnis yang Anda buat
  3.  Metodologi yang akan digunakan
  4.  Waktu dan biaya yang diperlukan untuk setiap langkah yang akan dilakukan dalam metodologi
  5.  Mendeskripsikan kualifikasi perusahaan dengan baik dan menarik sesuai kriteria klien
  6.  Mencantumkan keuntungan yang akan didapatkan olek klien jika mengimplementasikan rekomendasi dari proposal bisnis Anda.

Meninjau Ulang Proposal Bisnis

Setelah melakukan penulisan proposal bisnis, sebaiknya Anda meminta orang lain untuk melakukan proofread dari penulisan proposal yang telah Anda lakukan. Hal ini penting untuk mencegah kesalahan eja serta tata bahasa yang kurang baik sehingga dapat menentukan keberhasilan dalam proses tender yang Anda lakukan.

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