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Ep. 260 of Unleashed covers how to write a consulting proposal. Sections include: context, objectives, scope, approach, team, timing, professional arrangements, allowed uses of proposal, next steps. (1/14) #consultingproposal
Project Context: summarize the Context Discussion you had with the client. Per @_davidafields, this includes situation, desired outcomes, indicators of success, perceived risks and concerns, business value, and parameters (people, time, budget). (2/14)
For details on Context Discussions, see The Irresistible Consultant's Guide to Winning Clients by @_davidafields https://www.amazon.com/Irresistible-Consultants-Guide-Winning-Clients-ebook/dp/B06WVGXT6H/ref=sr_1_2?crid=2UL4TNBFKS6KN&dchild=1&keywords=the+irresistible+consultant%27s+guide+to+winning+clients&qid=1586792214&sprefix=irresistible+cons%2Caps%2C158&sr=8-2 (3/n)
Objectives section: A few bullet points with more detail on the business value of the project - e.g., how will it translate to increasing revenues or reducing costs. (4/14)
Scope section: As applicable, specify the geographic scope (e.g., only Europe), product scope (e.g., only food and beverage, not household cleaning products), client scope (e.g., only customers up for renewal) (5/14)
Approach section: How you will do what you say you will do. Avoid jargon. (6/14)
Team section: Who will do the work from consulting firm side. Include bios in appendix. If client members will be on time, list them also and their expected time commitment. (7/14)
Timing section: "based on receiving a confirmed agreement and approval to start no later than May 1, Phase 1 will be completed by June 1, and Phase 2 will be completed by...." (8/14)
Professional arrangements section (i.e., fees): Consider offering a small, medium, and large option (with different scope) instead of just one option. This shifts a price discounting discussion to a scope discounting discussion. (9/14)
USE OF THIS PROPOSAL: Statement that client isn't allowed to share your proposal outside their company, i.e., can't share it with other consulting firms. (10/14)
Next steps: Make it clear what client should do if they want to move forward. Either a signature block, or instructions to request a contract. (11/14)
Contact info: Even though client should already have it, provide email and phone number in the proposal. (12/14)
Listen to the full episode here for more details: https://www.umbrex.com/unleashed/episode-260-how-to-write-a-consulting-proposal/ (13/14)
Download a simple consulting proposal template here:
https://www.dropbox.com/s/ialb315pib2606c/Proposal%20template%20-%20shared.docx?dl=0
(14/14)
https://www.dropbox.com/s/ialb315pib2606c/Proposal%20template%20-%20shared.docx?dl=0
(14/14)
