Describe The Needs of the Specific Prospective Client in Your Business Proposal Draft

Depending on how large the proposed scope of work is, you may or may not need to precede the detailed pages with a brief summary. For a complex project or variable scope of work that needs a summary, this summary section (often just a page or two) is normally called an Executive Summary for corporate clients, or a Client Summary for a less formal project.

In the pages of this client-centered section, describe the needs of the specific prospective client and demonstrate your understanding of that client's requirements, goals, and desires. For example, you might outline how outdated their office software systems are and the need for new products and training to bring them up to date. You might point out new developments in the client's field, such as new regulations or security concerns that require educating their employees. Or you might be involved in retraining laid-off workers in a new field and discuss how the client's business can benefit from your program. This is not yet the place where you talk about your services. This section should stay focused on the client. Use topics such as Needs Assessment, Goals and Objectives, Special Needs, and so on.

After the client's needs and goals have been outlined, describe how you plan on accomplishing those goals and meeting their needs. Use topics such as Education, Training Plan, Retraining, Tutoring, Mentoring, Coaching, Guidance, Prerequisites, Classes, Exercises, Curriculum, Materials, Grading System, Careers, and so on. You'll also add pages about your services and costs, with titles like Services Provided, Benefits, and Services Cost Summary.

After providing the details of your training program, you need to persuade your client that you are the best choice for the job, so add pages like About Us / Company History, Experience, Our Clients, References, Credentials, Certifications, Awards, and Testimonials; in other words, include everything you need to convince your client that you can be trusted to deliver the training services needed. Finally, include one or two topic pages to wrap things up with a call to action. Use topics such as Recommendations or Evaluation.

Training services may also be a component of a larger project proposal. For example, you may be proposing a complex software system project that includes descriptions of equipment, installation details, staffing, and so on. A complex proposal like this may also include a subset of topics for training. In this case, you will follow the basic structure outlined here, but the Training Plan will most likely be listed as one section of the proposal.

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