How to understand clients better, apply strategic thinking and win more digital work.
Winning Website Proposals – eBook
How to understand clients better, apply strategic thinking and win more digital work.
Packed with tools and advice for digital agency owners and business development managers who want to write winning proposals.
5.0
Endorsed by digital agencies
“The section on risk is too good. Take it out, I don't want other agencies knowing that stuff!”
Dave Sparks - Sparks Interactive
“I really enjoyed the read and wholeheartedly agree. It worries me though as you are letting some secrets out of the bag!”
James Blair - Tribal Aotearoa
“Each section of the book has chunks of awesome, but the client context was probably the biggest wow moment for me.”
Allan Innes-Walker - HotHouse Creative
“The key strategic questions are gold and good reminders for us all!”
Josh Burt - DNA
About the Author
Tom Hovey has spent over 25 years helping clients deliver better digital projects. For the last decade, he’s helped clients assess proposals and choose vendors. Prior to that, he spent years writing proposals to win work for digital agencies.
Tom knows what it’s like for the client, and what works for digital agencies.
What’s in the book?
The three main sections are: understanding the client, giving your proposal direction, and creating a winning proposal. Key parts cover:
1
Should you write a proposal?
It takes time and effort to write a good proposal, you need to be selective about which opportunities you go for. This chapter helps you identify the clients you want to work with and the projects you can win.
2
What’s it like for the client?
Starting a digital project and finding a vendor can be a stressful time for the client. To help them, you need to identify their essential needs. This section shows you how to focus on what matters to the client (not what matters to you).
3
Where does the client need help?
Clients start every project with two key questions: What do I need to do? How can I get it done? You can use these two questions to understand where the client needs help, and therefore what to focus on in your proposal.
4
Strategic questions to guide your proposal
This section covers four key questions you need to answer to win new work. You need to focus on the business opportunity, define the business value in client terms, find a genuine solution, and address any real and perceived risks.
5
Tips and tricks
This part of the book covers how to demonstrate you’re a good ‘fit’ for the client, and includes dozens of practical tips and tricks to help turn your thinking into a winning proposal.
6
Putting it all together
The thinking contained in the book all comes together in a simple checklist you can use to ensure you deliver a proposal that stands out from your competitors.
What Readers Say
Digital agencies are applying the advice in the book to spend less time writing proposals that go nowhere, and more time delivering great work for clients.
Buy“
The quadrants are brilliant, they go way beyond proposals, we use the thinking for everything.
Richard Edge
Director, P/S Digital
“
This is so good, I learnt about how we were always writing the same proposals and bragging about ourselves, but now we focus on better things.
Matt Ingersole
Director, XSHIFT
“
I immediately gave the book to my business development manager. Our goal is to win work before it even goes to market.
Nathan Donaldson
CEO, Boost
“
What you say absolutely rings true based on the feedback we receive on our successful proposals.
Mike O’Neil
Business Development Manager, Signify
Download a free sample
Get a PDF of the first 30 pages for free. Learn about what’s in the book, what proposals you should go for, and what it’s like for the client.
DownloadWhy you need to read this book
As a digital agency, it's hard to know what the client really needs and what goes on when they're assessing proposals. Because of that, it can feel completely random as to whether you win the work or not.
This book will show you what it's like for the client, and what you need to do to consistently write winning proposals. It's also packed with insights and practical tips and tricks you can use to make your proposals stand out.
Plus, the ebook is fun to read and contains real examples and anecdotes from the best and worst projects the author has been involved in over the years.
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The sooner you read this book, the sooner you’ll start writing better proposals and winning more digital work.
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