Wouldn't it be great if you could provide a number for your marketing budget and the key stakeholders would just say yes or no? Even better if it was approved without asking any questions or looking at minute details. Unfortunately, it just doesn't work that way.
Marketing factors into strategic business decisions, so good leaders require a thorough breakdown to be informed as they steer the organization in the best direction possible. That's why marketing proposals are so important to budget and strategy discussions, whether you're looking to convince internal decision-makers or selling services to a client.
What Is a Marketing Proposal?
A marketing proposal is a document provided to key stakeholders to communicate the scope of a marketing project and its budget. The goal of the proposal is to receive the approval necessary to begin moving forward with the plan as outlined.
It's wasteful to require your team to reinvent the process every time you need a formal marketing proposal. You can, however, approach proposal creation with a repeatable process to make things easier. Here's how:
Qualify and uncover the needs of the client or internal stakeholder during a discovery session.
Create a plan of action, your vision for what must be done to achieve their goals.
Again, the marketing agency proposal is simply the written documentation of what you have discussed in-person. You should never just send over a proposal without doing a presentation of some type, whether in-person or over Skype -- you have to be the one doing the selling. However, creating a confusing proposal that's either too long or not detailed enough can work against you.
Here's an example of what a great marketing proposal looks like:
If you're looking to learn how to write your marketing proposal template or need a refresh on your current document, use the below as guidance for putting together your proposal. As with most things related to the sales process, every client is different and these sections may or may not apply to your prospect's need.
1. Make a good first impression with the cover page.
The cover page should simply be a visually appealing starting point for your proposal. If you're preparing the proposal for a client, you should feature their brand on the cover.
From the beginning, the proposal should show that this is about the organization and their vision. Since you'll be giving this to important stakeholders and decision makers, make sure the cover page is aesthetic and bold.
2. Detail the findings of your discovery session with the executive summary.
The executive summary should quickly detail findings from your initial discovery session, such goals, budget, and timing. You should also describe any research you conducted and highlight a few key points -- maybe a short description of how you plan to solve their most pressing problem or how you envision taking the organization to new heights.
If this is for an agency client, this is where you'd state your desire to work with the client and detail why your agency is the right firm for the project or relationship.
3. Outline their goals & challenges and set the stage for your solutions.
Your goal during your initial meetings or when reviewing an RFP should be to uncover the main business or marketing issues being faced. Without understanding these, you cannot connect your strategy, tactics, and anticipated results to ROI.
This section should outline the goals, plans, challenges, and timeline as discussed to reiterate their current position and to set the stage for your solutions.
Questions to ask stakeholders before the marketing proposal:
What are your revenue goals for the upcoming quarter or year?
What metrics are you personally measured on?
What were your goal last year/quarter and what did you do to achieve them?
What resources do you have to meet your current goals?
What challenges have prevented you from reaching your previous goals?
What other priorities exist that might take precedence over reaching these goals?
Would you revise the goals or the timeline if the goals were not being met?
If you're trying to close a deal as an agency, you should have also discussed the reasons the client is making the change now and what the cost to his business would be if he took no action. Would the client miss out on a bonus or promotion? Would the business have to fire people? What’s on the line if the client fails? This reminds the prospect of the high cost of inaction and will help them to see the cost of your services in a more reasonable way.
Remember: Nothing in the proposal should really be a surprise. It should simply be the written record of previous conversations.
4. Expand on the strategies and tactics you plan to use to reach their goals.
This would be considered either the "Deliverables" or the "Approach" section depending on the type of proposal you're creating. Here, you'll outline how you plan to solve their problems -- a high-level overview should be all that is necessary -- and what services you will provide. Detailed strategies should be completed once your team has a better understanding of the business.
If this is for project-based work, you should outline the phases of the project, the responsibilities of the client, and the timeline for completion.
You can follow this structure:
Website Redesign & Development
For a retainer-based relationship, you should outline the various initial projects and then include the services provided per month. It may help to outline a roadmap for the first six months if you have a process you follow with all new client, and you should include the various upsells and what is not included in the scope of the retainer.
The below outline should be customized when creating your own proposal template:
Ramp Up Projects (Month 1 or Month 1-3)
Initial Discovery Session & Assessment
Inbound Marketing Planning & Strategy
Editorial Calendar Planning
Social Media Strategy Planning
Onsite and Offsite SEO Audit & Planning
Creation of Buyer Personas
Deliverables Per Month/Quarter
X Campaigns Per Quarter
X Blog Posts
Landing Page and Thank You Page
Ebook or Whitepaper: Writing & Design
Email Marketing Launch and Nurturing Sequence
Content Promotion Through Social Channels
Monthly Retainer Deliverables
X Blog Posts
Optimization Projects or A/B Testing
X Ebook Per Quarter
Email Marketing: Segmentation and Management of Lists
Lead Management: Score, Nurture, and Qualify leads
Social Media Marketing: Original Content Creation, Influencer Campaigns, Monitoring
Workflows and List Segmentation
Add-On Deliverables Available Outside of Retainer Fee
Each deliverable should be explained in detail, with the proposed benefit clearly outlined.
5. Provide a summary where you clearly lay out the scope of work.
If applicable, you should line-item the various deliverables and upsells and list out the feeds associated with each. This should be no more than a one-page summary that the prospect can easily reference.
6. Detail how you'll measure success in the metrics section.
Depending on how in-depth your conversations were during the qualification phase, you may have a good understanding of the current state of the decision maker’s marketing priorities.
You could include some benchmarking data, especially if this is for a website relaunch or lead generation campaign, and then highlight proposed goals for the relationship and the timeline for reaching those goals. These could include:
Increase Visits by X%
Increase Leads by X%
Increase Email Subscribers by X%
Increase Conversion Rates by X%
Improve Sources of Leads
Decrease Customer Acquisition Cost by X%
Improve Email Performance
Increase Marketing Qualified Leads
Increase Sales Qualified Leads
7. If it's for a client, convince them that you're the right agency for the job.
The next few sections are really more for external stakeholders than internal ones.
Once you’ve established your understanding of the client’s current marketing needs and have outlined your plan, you can then establish trust and address the chemistry aspect of the relationship in the "About Us" section. This section should be less about awards and recognition and more about what it is like working with your team. What are your values? What is your culture like? What types of things do you value in a client relationship? Give prospects a glimpse into what it is like to work with your team.
8. Provide proof of success in a case studies section.
You could also include a few relevant case studies and testimonials to showcase past successes. These should serve to reinforce your claim that you can, in fact, deliver the results using the proposed deliverables you’ve suggested.
9. Outline the terms & conditions/contract for the relationship.
Finally, you may need to include legal language to establish the terms of your business relationship.
This should cover the rules that govern your relationship with the client, such as payment terms, notice of cancellation, intellectual property transfer, confidentiality, data, etc. Consult a lawyer to create this document.
You may also include the final contract in the marketing agency proposal to expedite the process of starting your relationship. Once the client is ready to sign, don’t make them reach back out to you with a request for you to send the contract. Have everything they need to close the deal.
Marketing Proposal Template
One of the best things you can do is create a template to work from so that the process of creating proposals is less arduous over time. Make your own version of the template below to make it easier for your team to put together that next proposal and easier for the potential client to go ahead and sign.
Editor's note: This post was originally published in December 2015 and has been updated for comprehensiveness.
Originally published Aug 5, 2020 2:45:00 PM, updated January 25 2021