The Kick-Ass Proposal (Video)
How to go from getting a look to sealing the deal in 6 steps.
We all face the problem of getting our ideas heard, limiting the risk of rejection, organizing our team before submitting our idea for scrutiny and making sure that, even when our idea is approved, it sticks.
All of these concerns are critically important, and none is a slam dunk. Even the simplest idea can get lost in translation if you don’t bring your stakeholders along with you. To address this problem, a few of us at one of my former companies came up with something we called a “BlueSheet.”
A BlueSheet is an official proposal that advances an idea, solves a problem or makes a recommendation. We based our BlueSheet on Neil Rackham’s SPIN Selling technique, which identifies a four-part sales process of situation, problem, implication and need.
We expanded our proposal tool into six parts and applied it in all our decision making. I invite you to download a BlueSheet here and use it as you see fit.
How a BlueSheet works
The key to using a BlueSheet effectively is to follow the steps in detail and not move on to the next step until all the previous ones have been agreed to by all stakeholders.
The reason will be obvious as we move through the format.
Overview: This sets the table for the whole proposal by offering a snapshot of the problem, cost and solution in only a few sentences. Be clear and concise.
Situation: This is the longest and most detailed part of the BlueSheet in which you present the who, what, where, when, how and all the facts relevant to proposal. Separate facts into buckets of like consideration, such as people or dollars or milestones.
Problem/Opportunity: Now that you’ve laid out all the facts in great detail, nail down the problem/opportunity in clean, simple terms. Note: if somebody uses your problem/opportunity to ID a larger one, consider changing the proposal. Or not. But agree on it.
Implication/Value: Apply a dollar cost to the problem or value of the opportunity. Make clear assumptions, i.e., “I assume that sales will grow by X rate,” or “I’m assuming units will be connected here and here.” Agree on the number of dollars, i.e., is it a 50K or 5M problem/opportunity?
Need Payoff/Solution: What is your proposed solution? This section can be as short and sweet as you like, or richly detailed with bullets and charts to make it easy for stakeholders to understand. Include estimated financial payoff and potential risks and benefits, and clearly outline next steps and assign responsibilities.
Agreement: If you reach this step, turn the proposal into a signed agreement by getting signatures any way you can, e.g., email, text, paper, you name it!
Give it a try, whether you’re working on launching a new product or service, seeking investment dollars or making any important decision.
Sincerely,
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All credit to my ghostwriting partner, Dave Moore, who is instrumental in getting my thoughts out in a coherent manner & into these blogs. Thanks Dave!