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Monthly tips to improve the business and practice of members of The Society for the Advancement of Consulting, LLC - Issue #46: July, 2007

say to a buyer before you depart to write your proposal

What do you say to a buyer with whom you have a good relationship before you depart to write your proposal? More than most consultants are actually bothering to do. Here are my suggestions:

  1. Let me review our objectives, measures, and value for this project one more time to ensure that we have conceptual agreement which I reflect properly in the proposal I'll be submitting.
  2. Is there anything at all that we have not discussed which constitutes a potential problem for you, isn't clear, or might otherwise hinder out ability to work together?
  3. What is a good date and time to follow up with you after you receive the proposal, which will be on your desk in the next 48 hours? What about Friday at 2 your time?
  4. Now that we've discussed the scope of the project, are their any parameters, budgetary or otherwise, that I should be aware of?
  5. If we are in agreement, and you choose one of the options in my proposal on or before Friday, how soon are you prepared to start? I'd like to mentally allocate that time.
  6. What is your personal availability over the next couple of weeks?
  7. Is there anything else at all you need from me with the proposal?
  8. What is the process once you were to approve the proposal?
  9. Would you like me to include alternative invoices or statements with the proposal to speed the process along?
  10. Do you have any other questions at all I can answer while I'm with you?
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