1)Boilerplate LANGUAGE
What do you use for your proposals? My guess is most
of you reading this do use a boilerplate in some capacity. Boilerplate language
is efficient and even important. It communicates with consistency what we want
to say. It also assures that the language is vetted for accuracy, messages are
clear and liabilities are avoided.
2)The CHALLENGE
Is when boilerplate language crosses over to fill-in-the-blank mode.
This is an easy response when there is a deadline to meet. Too much to do with
too little time opens the door to expediency. "Just cut and paste from the
proposal we did last week. It will fit and save us a lot of time."
3)Boilerplate
in ACTION
Proposals that are presented are typical over 80 percent boilerplate. The
boilerplate addresses areas of the clients needs, but the overall
proposal does not speak to the specifics of the client's situation.
4)Finding
a BETTER way
The
point here is to raise the importance of each clients situation. Begin by
listening well. Assure clients that they are heard, and be specific with
responses that address their situations. Point-by-point, demonstrate to the
client how goals are met, risk reduced and anxiety eased.
5)Gain EFFICIENCIES
Your efficiencies can equal
greater profit, and no one should begrudge that profit, which is earned through years of experience and expertise. However,
don't let efficiencies dominate client-facing engagements and responses. Each
client is unique, and deserves to be listened to and engaged with in a unique
way. Feel free to use a boilerplate. Just make sure that you're addressing your
client's needs in a very specific manner .
Shared by: SHANNON MURPHY
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