Chief Alchemist - Business Consulting For The 21st Century Via A Holistic & Intelligent Approach
Share ChiefAlchemist.com. RSS 2.0 feed for ChiefAlchemist.com. Sign up for the mailing list. Follow Chief Alchemist on Twitter. 'Like' the Chief Alchemist's page on Facebook. See what Chief Alchemist has been Q&A'ing on Quora. Chief Alchemist bookmarks & highlights on Diigo.com. Follow the Chief Alchemist on Digg.com. Chief Alchemist channel on Last.fm. Chief Alchemist on Flickr. Mark 'Chief Alchemist' Simchock on LinkedIn. Free Initial Consultation. Email Chief Alchemist. Phone Chief Alchemist.
  • Mark ‘Chief Alchemist’ Simchock
  • 'Email me.Email => ca .at. ChiefAlchemist .dot. com
  • 'Phone me.Alchemy United => 732 997-0028
  •  
  • Free initial consultation.Free => Initial Consultation
  • Please be sure to subscribe to your communication channels of choice.
  • Click To Close => The small green (consultation), red (email) or blue (phone) icons in the top upper right.
CURRENT “TOP 10” TOPICS TOOLS CLIENTS & PROJECTS SOURCES SEARCH HIDE
Business Consulting For The 21st Century Via A Holistic & Intelligent Approach

Doubt is the #1 deal breaker

Consumed => “The Art of Creating Proposals your Clients will not Refuse” by Pavel Gorenitsyn on SpeckyBoy.

http://speckyboy.com/2012/01/09/the-art-of-creating-proposals-your-clients-will-not-refuse

=> My value add (i.e., left a comment)…

“Be very clear about the items you are quoting on. Don’t let vague definitions appear on your list. The fewer questions the client has about your initial cost breakdown…”

When it comes to sales, doubt is the #1 deal breaker. If you’re going to lose, don’t lose because of doubt.

That said, it’s not just a proposal it’s also a CYA document (of sorts). It’s not just what the scope is, but I believe it’s helpful (just to be safe) to be specific about what’s outside the scope as well. In fact, my proposals have a page for such details. For example. hosting, ongoing support, copyrighting, etc. are not include in most (website) proposals. What you don’t want to hear at any point, but especially near the finish line, is “We assumed…”. Nuff said, right?

As a side note, many clients seem be to conscious of training. That is, am I going to show them how to use the CMS. (Again, sticking with the website projects.) I’ve come to realize that it’s important to specify the number of “free” hours of training that’s included. Else it seems that instead of transitioning into “ongoing support” the questions just keep coming and coming. Also, human nature is such that we tend to be less mindful when the budget is infinite. On the other hand, when it’s stated, “Two 90 minute training sessions,” everyone shows up with their pencils sharpened.

Required.
Will not be published. Required.
Please include http://