Comments on: Pretty Matters http://www.theproposalguys.com/2007/12/12/pretty-matters/ Jon and B.J.'s Proposal Blog Tue, 17 Jan 2012 20:30:46 +0000 http://wordpress.org/?v=2.8.6 hourly 1 By: Roisin http://www.theproposalguys.com/2007/12/12/pretty-matters/comment-page-1/#comment-1250 Roisin Fri, 18 Jan 2008 16:43:55 +0000 http://www.theproposalguys.com/2007/12/12/pretty-matters/#comment-1250 On occassion I have found myself extremely frustrated over this very aspect. I have been told countless times that 'pretty doesn't matter, the content will win us the deal'. Not so. The client won't evaluate the content if it isn't pleasant to read. And once, I only cared about how pretty the proposal was because I was a girl :) On occassion I have found myself extremely frustrated over this very aspect. I have been told countless times that ‘pretty doesn’t matter, the content will win us the deal’.

Not so. The client won’t evaluate the content if it isn’t pleasant to read.

And once, I only cared about how pretty the proposal was because I was a girl :)

]]> By: Robin http://www.theproposalguys.com/2007/12/12/pretty-matters/comment-page-1/#comment-1120 Robin Mon, 17 Dec 2007 22:30:27 +0000 http://www.theproposalguys.com/2007/12/12/pretty-matters/#comment-1120 Heck, that's why I chose BJ as my consultant - he's purty! Seriously, I emphasize formatting and look 'n feel with my team until they get tired of hearing about it. It's important! Heck, that’s why I chose BJ as my consultant – he’s purty!

Seriously, I emphasize formatting and look ‘n feel with my team until they get tired of hearing about it. It’s important!

]]> By: Mike Parkinson http://www.theproposalguys.com/2007/12/12/pretty-matters/comment-page-1/#comment-1096 Mike Parkinson Sat, 15 Dec 2007 18:02:16 +0000 http://www.theproposalguys.com/2007/12/12/pretty-matters/#comment-1096 Amen! All decisions we make (according to nobel prize winning reserach from behavioral physchologist Herbert A. Simon to neurologist Antonio Demasio) involve our emotions. That means we want to positively affect our audience's (reader's) emotions in some way. Ask yourself hat makes you feel good? What do you think would make them feel good? How about a good looking, professional proposal that is easy to read and evaluate. There is incontrovertible proof that "pretty" does matter. Brian Tracy, a friend, worked for many years at the U.S. Department of State and Pentagon. He said that it was common knowledge that bad buying decisions were made based on "glitzy" graphics. Essentially, the proposal looked "prettier" than the rest. That is not to say that the reason why proposals win is based on the look and feel. Not at all. What independent research has showed us is that it makes a difference. Imagine if you had a friend set up an interview for you with a company you really wanted to work with. Your friend told the company that you were the best of the best. You were the consummate professional. The company wanted you to get the job. (The capture management was done well.) You show up to the job interview in a T-shirt and jeans (you are the proposal). What message does that send to the company? The bottom line is that everything we put in front of a client or future client should be synonymous with the company or person they want to work with. People do make quick judgements based on the cover o' the book. Those judgements are very, very hard to ignore and change. "Pretty" does matter. If you want more real-world examples, shoot me an email. I have a bunch. Amen! All decisions we make (according to nobel prize winning reserach from behavioral physchologist Herbert A. Simon to neurologist Antonio Demasio) involve our emotions. That means we want to positively affect our audience’s (reader’s) emotions in some way. Ask yourself hat makes you feel good? What do you think would make them feel good? How about a good looking, professional proposal that is easy to read and evaluate. There is incontrovertible proof that “pretty” does matter. Brian Tracy, a friend, worked for many years at the U.S. Department of State and Pentagon. He said that it was common knowledge that bad buying decisions were made based on “glitzy” graphics. Essentially, the proposal looked “prettier” than the rest.

That is not to say that the reason why proposals win is based on the look and feel. Not at all. What independent research has showed us is that it makes a difference. Imagine if you had a friend set up an interview for you with a company you really wanted to work with. Your friend told the company that you were the best of the best. You were the consummate professional. The company wanted you to get the job. (The capture management was done well.) You show up to the job interview in a T-shirt and jeans (you are the proposal). What message does that send to the company?

The bottom line is that everything we put in front of a client or future client should be synonymous with the company or person they want to work with. People do make quick judgements based on the cover o’ the book. Those judgements are very, very hard to ignore and change. “Pretty” does matter. If you want more real-world examples, shoot me an email. I have a bunch.

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