Academic journal article Journal of Accountancy

Dos and Don'ts of a Good Proposal Letter

Academic journal article Journal of Accountancy

Dos and Don'ts of a Good Proposal Letter

Article excerpt

In the quest to get new business, use a logical and systematic approach. A successful proposal stems from a perceived opportunity and should proceed through the gathering of thorough information about a potential client's culture and needs. After carefully assessing how your firm qualifies to meet those needs, put the pitch in a letter. It should tell the client what your firm can do and inspire confidence that it will do it well. Introduce your subject briefly, develop the key points and close courteously.

Include the following:

[] Your experience in the potential client's business, including the number, names and sizes of clients in the industry. (Get existing clients' approval before naming them.)

[] How well your firm understands the needs and expectations of both the organization as a whole and the individual members of management.

[] How your firm meets the prospective client's selection criteria.

[] Your contacts with industry leaders of interest to the client.

[] How professional your firm is.

[] How committed your firm is.

[] Your participation in trade groups, the AICPA and state committees and/or associations within the client's industry.

[] Your specific competence and qualifications relating to the prospective client's problems as well as specific services that may be helpful. …

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