Consulting proposals: 12 common mistakes

Consultants Mind

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.

3 venn diagramInclude 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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About redahojeij

Extensive international experience in the pharmaceutical industry in General Management, Sales and Marketing, in mature and emerging Markets across Europe, Middle East and North Africa. > + 25 years of experience in a Fortune 50 global pharmaceutical Company, developing business, sales potential, new opportunities, people and organization structures across a wide range of emerging and mature markets in EMEA. Founded KALEMA Consulting to provide services in Executive Business Coaching and Consulting, for Business Executives wanting to improve performance and effectiveness in face of existing business challenges in International mature and emerging markets Double Education background, Business and Science. Tri-lingual (English, French and Arabic)
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