Proposals that lead to closed business more often
For proposals that are more likely to achieve acceptance, take a look at Million Dollar Consulting Proposals by Alan Weiss. He recommends a 9-point value-based proposal structure. Here it is:
Do you have a value-based structure for your proposals? Do you invite your prospect into the creation of the proposal? Do you gain conceptual agreement on the objectives, metrics and value of the work before you talk price?
“A bird doesn’t sing because it has an answer, it sings because it has a song.”
– Maya Angelou
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