By Shannon McBride
In 1987 when I wrote the LERN publication, The Contract Training Sales Kit, I included only two short paragraphs on wrinng a proposal for contract training sales. Now, after several years of experience with Shipley Associates, I’ve learned the real importance of the proposal. The proposal is as important a product as your training program. You might have the best interpersonal communications training-program in the state, but if you can’t communicate clearly and succinctly that your solution is the best, your potential client will never know.