It’s often easier to describe how we do things than to talk about what results we achieve for our clients or customers. Yet talking about benefits and solutions is usually more powerful than talking about processes. Compare the following approaches:

I work with clients who want to improve their proposal writing. I do this by providing training and also editing their proposals (process).

I help companies win more tenders by improving the quality of their written proposals (benefits).

You can use the following formula to create your answer:

I help/assist/work with …………………………………………….… (name of your target market) to …………………………………………………………………………..… (name your solution).

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