9 Ways Consultants Lose SalesBy: Michael W. McLaughlin
Any consultant can tell you there are umpteen ways to blow it during the sales cycle. Many of those potential pitfalls lurk in the proposal process.
Most consultants salivate on cue when clients ask for proposals. After all, it’s exciting to have a chance to show your stuff and move closer to the client and the tantalizing prospect of a new, challenging project.
But creating a great proposal isn’t easy, and the process will consume your time and energy.
So, first consider whether you can conserve your resources with a letter confirming your services instead of a formal document proposing your services.
That won’t always be possible, especially for complex projects. But consultants seldom ask clients to award them projects without formal proposals, so dare to be different.
OK, so the client said no, and you do have to write a proposal. What about those pitfalls? There must be at least fifty, but here are nine sure-fire ways to completely botch your chances of winning the work.
© Copyright 2004, Michael W. McLaughlin
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