If you provide at least a table of contents and numbered pages, your proposal will stand out. If you make a presentation, spend as little time as you must on the fundamental details. Brevity and focus are especially important in any presentation to an elected board. Ask about and do not violate time limits. Set a priority for each item to be covered and follow that order.
Many agents develop a good working relationship with clients over time.
Familiarity, comfort and satisfaction count. If you are satisfying your clients, you should be accumulating an intangible but important value in their minds. If you are not, a competitor might ask the right questions, convince the client that they will do better, and negate the incumbent's advantage. Keep the buyer's perspective in mind when you prepare your proposals. Understanding and accommodating the needs and constraints of the municipal insurance buyer will improve your success in retaining or acquiring this business.