In consulting, writing proposals and statements of work are the lifeblood of the firm. It is akin to fisherman throwing out nets, or farmers planting seeds. If you are not putting together proposals and pitching potential clients, you are dead.
I’ve been writing a lot of consulting proposals recently. Generally, I like this because it sync up with my personal Venn. It is strategic, I am good at it, and I am learning.
Include the basics. In the simplest sense, proposals describe the project you will deliver and what the customer will get out of it. It has germane stuff like timelines, activities, deliverables, resources, and pricing. Of course, it has the basics.
More importantly, it needs to answer the client’s key questions. If it does not do that it is essentially useless. You are selling something that does not solve their problem.
Target the right people. Fundamentally, I think marketing…
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