The Wright Company Blog

As a follow-up to last week's blog post about methods independent consultants can use to find contracts, I thought I'd share some guidance on writing proposals in response to formal procurement processes, such as RFPs and RFQs.

 I have written a LOT of proposals over the years - everything ranging from a two-pager for a small $10k contract up to 100+ page proposals for multi-million dollar & multi-year system implementation projects when I worked at Deloitte. I've also helped my clients with their procurement processes, and as a result I have read and evaluated many proposals from other consultants.

I've seen it all - the good, the mediocre, and the truly terrible. But with a little help and practice, YOUR proposals don't have to suck.

 Here are my top 5 proposal-writing tips based on my own experience.

 1. Start with a clear understanding of the client and their needs.

Carefully read and re-read the RFP or RFQ, and spend some time reviewing the client's website, strategy document...

Have you ever wondered how independent consultants find contracts? People ask me about this a lot, probably because it's super common to have a fear of "selling" and a feeling of uncertainty when it comes to finding clients on your own.

Thankfully, there are multiple ways to attract clients and get contracts signed without having to behave in a way that's out of alignment with your values or that feels uncomfortable. For real - none of these methods involve cold calling or sending spammy pitches on LinkedIn. Here are a few of my favorite approaches:

 1. Leverage Your Network

I've had the most success getting new work (least effort on business development, highest revenue) through building and maintaining authentic relationships with people I already know. Try making a list of all your past classmates, colleagues, bosses, clients, and friends, and think through who might be in a position to hire you for consulting services.

2. Get on a Pre-Qualified List

If you do public sector wor...