Dr. Lynell Burmark, an associate at the Thornburg Center for Professional Development said, “…unless our words, concepts, ideas are hooked onto an image, they will go in one ear, sail through the brain, and go out the other ear. Words are processed by our short-term memory where we can only retain about 7 bits of information (plus or minus 2) … Images, on the other hand, go directly into long-term memory where they are indelibly etched.”
In a very interesting article entitled The Power of Visual Communication by Mike Parkinson, he brings to light that “according to a 3M-sponsored study at the University of Minnesota School of Management it was found that presenters who use visual aids are 43% more effective in persuading audience members to take a desired course of action than presenters who don’t use visuals.” So if the aim of graphics is persuasion, a proposal should be the first place to use graphics.
Cost and Price – it all boils down to this doesn’t it? How you price your services is a key factor in winning proposals. But just deciding on a price isn’t enough; the client needs to be convinced that the cost and price that you offer is justified. This entails a lot more than typing out a figure at the back of your proposal or adding an appendix. As in all things, presentation is key.
Let us keep in mind that there are instances when you do not need to and in some cases aren’t permitted to reveal your cost and pricing data. Talking about Government contracts, you can check out this blog which details some of those exceptions.
We will look at 5 things to keep in mind when presenting cost and price data.
“My fear now is of cliche, of complacency, of not being able to feel authenticity in myself and those around me.” – John Hawkes
At the cost of sounding clichéd (pun intended) here is an excerpt from a blog by Jayme Sokolow, the recipient of Fellows Award and a Vision Award from the Association of Proposal Management Professionals for his contributions to the proposal profession. We found this hilarious but completely true:
Best of breed
If you are not selling puppies, why claim that your solution is the “best of breed?” The phrase comes from the world of show dogs.