Writing a proposal

When I write a proposal, it always follows the same format.

Outcomes

Metrics

Value

Options

What happens next

It's pretty simple. It rarely takes me more than an hour to complete.

You could even argue that I'm just filling out a template.

And I guess that I am.

Because the structure is that way for a reason. It's designed to guide the client to a conclusion, it's designed to bring up objections early in the process so you can deal with them before they become a problem.

But just filling out the template isn't going to win you the client.

What really matters is how you fill in the blanks.

What really matters is the information you put in there.

And that information is based on your conversations earlier in the process.

So, asking the right questions at the right time is absolutely vital.