## 撰写志在必得的标书 (SUBMITTING PROPOSALS) >[info] Now that you've found the perfect project, you'll need to submit a proposal. In this module, you'll learn best practices for connecting with clients and creating a winning job proposal. 当我们找到一个可以胜任的工作,而且经过分析以后觉得客户也很靠谱,接下来就进入到投标环节了,现在Upwork的竞争很激烈,一个稍微好一些的工作动辄就几十个人竞标,所以说这一环节可以说是非常重要,能否中标顺利拿下该工作就看标书写得好不好了。 ### 竞标程序中撰写标书的要点 另外大家也不用特别担心竞争,绝大部分的人都是没有用心写的,基本上都是炮灰。如果我们根据客户的需求写出针对性的标书拿单还是很有把握的。 **一位有心的自由职业者为了研究客户心理和站在客户的角度去看待自己,尝试在Upwork平台发活,总结出了一篇经典的经验帖[从客户角度看Freelancer找工作](http://www.jianshu.com/p/c797936323d8)。** 我们就基于这边帖子来分析客户心理,总结如何写出志在必得的标书: 这里要另外提一下,如果是客户邀请自由职业者竞标(Invitation),就不需要前面搜索工作的步骤,可以直接查看 邀请工作信息进行竞标,这样的工作一般中标的把握很大,所以更加要好好的写标书了,如果客户群发了很多人,那就另当别论了。 邀请工作的样例:invitation sample (一般客户邀请时会邀请多人,而且会选择系统默认的文本,一般如下:) ``` Hello! I'd like to invite you to apply to my job. Please review the job post and apply if you're available. Jim ``` 说了这么多,那到写标书要注意哪些要点呢? 首先,**简要的介绍自己的背景和技能经验,及能为客户做什么**,根据自己的专业背景对于客户在工作细节当中的描述写出针对性的方案。但不要总是以我为中心,因为老板并不关心你是谁,你喜欢什么,他所关心的是你能不能帮他解决问题。 第二,**表达自己对项目的兴趣及该项目与自身过往项目案例的契合度**,也就是向客户表达出你以前做过类似的项目,而且很专业,如果客户把这个项目给你做,你将会完成得很漂亮。**如果能通过附件提供一些过往案例或者针对该项目给出样例那就更显示出自己的诚意了**。 第三,如果客户对价格敏感,**你可以用自己的经验对项目价格进行专业的评估,并给出权威意见,然后适当降低报价,并且保证质量不打折**。这时候客户对你应该更多的是感激了。 把上面三点把握得很好,基本上中标不会是什么难事。 另外记得不要长篇大论、堆砌词汇,客户要查看几十个Proposal,长篇累赘只会让人失去耐心,也不要过于夸张,把自己吹得天花烂坠,客户反而觉得你流于浮表而不够专一。 结语部分我直接摘抄原文中的内容: **竞标 (提交Proposal) 和投简历找工作是一个道理**,我们在一个平台上想法设法卖出自己的服务,是在兜售自己。但有的人就会让人心动,因为他抓住了问题的核心:**能力**、**信心**、**匹配**。 * **我们需要展示自己的能力**,通用发附件或者链接里自己以前的作品,学历和以往的工作经历来展示自己。 * **我们需要让客户对我们有信心**。Upwork在Freelancer的个人主页有以往客户的评价,LinkedIn上也有别人的推荐。我们也可以自己说以前的客户是怎么评价的,或者通过语言表达自信。 * **我们需要和客户的需求相匹配**,这是最关键的一点。有很多人说了一堆我怎样怎样,实在是让客户提不起兴趣。**对客户的焦虑表示关心,并提供自己的解决方案,才让人觉得善解人意**。 最后一点,投标前筛选优选出数量很少把握很大地工作,然后针对性的写标书,每一个都按照上面的要点,抱着志在必得的心态去认真对待。如果草率对待还是不要去浪费时间。 >[success] 现在Upwork开始清理低端自由职业者,投标太多而Offer很少会被封号,因为Upwork认定你要么心态不对、要么能力不行。所以一定不要滥投。 ### 优质竞标文书的样例 下面例举两个官方示范的优质竞标文书,都很好得把握了上面总结的三点。 #### 竞标文书1 >[success]Dear Hiring Manager Bob: > >Please accept my proposal for the job of Mobile App UX Design and Back-end Development for Andriod and iPhone,I have a BA in Engineering and international Business. > >3+ years working on Upwork has given me a understanding of how to engage with clients and use the platform to great success. > >I have worked with over 50 clients on 75 different contacts.25 of these contracts required me to perform backend development for both IOS ans Andriod apps. > >I see that you are looking for a freelancer to fix a few bugs. and update your landing page. You can see in my Upwork profile that i have fixed countless bugs for all kinds of mobile apps.But feel free to review the feedback from Job Title: > > 1,Bug fix ios gaming app > > 2,HELP! My App just crashed,nned a freelancer now > >I would be happy to interview for this job. but to give you a better understand of my qualifications.I would like to share with you a few ideas and next steps. > > 1,Kick-off meeting to discuss scope of project.deadlines,and budget > > 2,Contract begins/milestones outline > > 3,First milestone(10% of budget) delivered me .for client review. > > 4,check in to make sure style functionality is to client liking. > > 5,Second milestone (10% of budget) review of backend bugs/fixing them > > 6,client tests bugs > >You can check out my portfolio,to see my other designs,or follow these links > >Thank you. #### 竞标文书2 >[warning] Dear Michael,① > >Please accept my proposal for the job of Mobile App UX Design and Back-end Development for Andriod and iPhone,I have a BA in Engineering and international Business②. > >3+ years working on Upwork has given me a understanding of how to engage with clients successfully. > >Out of 50+ clients and 75 different contacts i have worked with. 25 of these contracts required my backend development skills for both IOS ans Andriod apps.③ > >I see that you are looking for a freelancer to fix a few bugs. and update your landing page. my Upwork profile shows that i have successfully debugged all kinds of mobile apps. Feel free to review the feedback from a few of my past jobs. > > 1,Bug fix ios gaming app > > 2,Fix my app (multiple problems)④ > >Here's an example of the timeline I'd follow to complete your project: > > 1,Kick-off meeting to discuss scope of project.deadlines,and budget > > 2,Contract begins,milestones outline > > 3,Deliver first milestone(10% of budget) for client review. > > 4,check in to make sure style and functionality are to client liking. > > 5,Second milestone (50% of budget) review and backend bugs fix. > > 6,Client tests bug fixes. > >Please take a look at my portfilio on my Upwork profile to see other designs. > >Let me know if you have any questions and when you would like to discuss our next steps.⑤ > >Thank you, > >Yuri G. 下面分析该简历的要点: ① 称呼客户的具体的名字,让客户知道不是机器人在投标. ② 相关的证书和认证证明自己的能力、是合适的候选人. ③ 向客户展示你的工作经验证明你在该项目上有足够的经验. ④ 之前工作的反馈证明你在类似项目上的成功. ⑤ 以一个互动性的问题结束投标有很大希望提高中标率. 最后做一些细节上的说明:可以通过客户过往的工作其他自由职业者对该客户的评价找到该客户的名字,另外注意正确使用英文标点符号,慎用感叹号,标书阐述不宜过长。 关于投标先介绍这么多,如果您也有关于该章节的经验分享,请联系我们。