When creating a proposal, ask yourself if it demonstrates to the reader that it addresses their needs. If not, they are likely will perceive it as irrelevant or low value.

Other questions you can ask yourself are:

• How much time do I spend seeking to engage others and eliciting their buy-in to a project or initiative?

• Am I clear on what their felt needs really are? Have I asked them directly or merely assumed I know?

• Am I clear on how my proposal or recommendation sits in their priority queue of things that need doing or are important to them?

• Have I explored their needs beyond mere functional requirements?

• Am I listening intently to the words and behaviors of my colleagues to deduce what their unfelt needs might be?

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