Technology has made creating proposal documents quicker and easier, but has it made for better proposals? I fear it has not in many cases. Let me describe the problem as I see it and offer some solutions.
You are not talking the customers language
There are some horror stories about the misuse of cut and paste in documents. Apparently JP Morgan lost $6.2 million in 2012 at least in part because of careless cutting and pasting in Excel documents and there are cases of contracts, legal documents and even patient records where cut and paste has led to medical disasters. But what I want to talk about is the proposal document that makes the prospect feel that they are reading something prepared for any customer but not for them.
If you copy from a proposal that was written for another customer, or even use generic descriptions of your solution, it won’t sound like a proposal specifically written to meet your customers needs. Worse still it might have formatting errors, out of date prices, old terms and conditions or even another customers name in the text somewhere if it hasn’t been very carefully checked.