Are you winning the management accounts you’d like? If not, now’s the time to take a step back and reassess your perspective. Take the time and effort to put together a great proposal and owners will find it easy to choose your management company.
Here´s the secret: View the management proposal as a way to show a potential client what you and your company can do to add value to his property and solve his issues at the property. Interestingly, in a recent poll of my colleagues, I found some firms don´t use a management proposal at all. Instead they rely on a more informal letter of introduction or even just a copy of their management agreement, to illustrate their services. Other companies keep their company information and background separate from the management proposal itself, so that the focus is solely on the property and the owner.
Here are three tips to start you on your way:
Put the most important stuff first: Think like a journalist and include the most significant information up front. For example, if you have a great recommendation for a prospective tenant or have new marketing ideas for the property, don´t bury that information in the back of your proposal. The owner really does want to know what –and how–you think.
Highlight your team: Often, potential managers bring in a huge presentation team, including everyone from A to Z. What´s my philosophy? Owners want to know first who is going to manage their property directly, so tell them. Include relevant bios and photos in your proposal and highlight how their expertise and credibility will add value to the property or portfolio, and how their specific knowledge puts your company ahead of its competitors.
Don´t get bogged down: It´s easy to get lost in the details. Sure, you want to tell your company´s story-that´s important, but even more crucial is the ability to show prospective clients how you can solve their problems. There´s no doubt about it: everyone´s busy today. By being clear, concise and thoughtful about your proposal, you can position your company for the next account.
If you´d like more information on how to win more accounts by preparing your best management proposal, contact me at shannon@alterconsultinggroup.com.