Tweet

Consultants and Service Professionals: How to Create a Winning Proposal

Guest post by: Dan Janal

Article Overview: Professionals and consultants who write proposals might wonder if they should be a deadline on their proposals, or if they should make the proposal open-ended. I’d suggest you always put an expiration date on your proposals. Here are six reasons why.

Consultants and Service Professionals: How to Create a Winning Proposal



Professionals and consultants who write proposals might wonder if they should be a deadline on their proposals, or if they should make the proposal open-ended.

I’d suggest you always put an expiration date on your proposals. Here are six reasons why.



Six Good Reasons to Put an Expiration Date on Your Proposals

1. It creates a call to action and a sense of urgency. The prospect realizes she must act by a certain date or the offer will disappear or new terms could apply.

2. It gives you are reason to contact the client to move ahead with the project. You could call the prospect a week before the deadline and ask if she has questions about the proposal and remind her that the deadline is approaching.

3. It helps you plan your activity. If all your proposals were to be accepted during the same week, you might find that you have more work than you can handle. By adding a deadline, you’ll know which proposals are active and which are languishing.

4. It protects you in case you need to raise rates. If your fees rise, or if the price of your supplies increases, you’ll be glad you added this deadline as a form of insurance. For example, if gas prices increased, would you be able to do the job for the same amount of money and make the same amount of profit? If your landlord raised the rent, wouldn’t you want to have the ability to raise your rates as well so you aren’t locked into a contract that has lower rates?

5. It makes you look like a professional. Adding a date shows that you are a serious business and that you are willing to walk away from the offer if your terms aren’t met. Remember to have some self-respect. We all want business but we should never be in a position to be taken advantage of.

6. Establishing boundaries is always a good idea in a business relationship. Setting deadlines for action shows the prospect that you are an equal business partner, whose work and experience should be valued.

Sample language for your deadline

I guess I should put in the standard disclaimer to check with your attorney when you put anything into a proposal or contract, but with that said, here is sample language your could use in your proposal, or run by your attorney.

"Terms, fees and conditions are valid for 30 days from the date of this proposal."

It is short and sweet. It says what it needs to say and doesn’t impose any sense of judgment or pressure on the client. Yet it clearly says what you want it to mean. Of course, you could use whatever time limit you desire, either 30 days, 60 days, 90 days or whatever you like.

If you follow these steps, you’ll have a better idea of where you stand with proposals and prospects so you can run your business more effectively.

Related Articles
  How Tender Writing Services Win You That Bid
  Ask for that meeting - and grow your sales!
  Tender Writing
  Sales Proposals Kit for Dummies
  Prospect List
  Setting the Presentation/Proposal Meeting Date
  Correctly Written Tenders Are The Key to Building Your Business
  When You Need A Professional Tender Writer
  The Proposal Document
  Indecent Proposals
  Tendering For New Business The Easier Way
  Six Rules For Doing Proposals
  Write Proposals that Win Business
  How To Write A Good Tender To Win Business
  Closing Sales - Get the Freaking Proposal Right
  Get Smart - Offer a Proposal
  7 Direct Sales Tips
  Tender Writing Guidelines
  Don't Write That Proposal Until You Ask The 'Magic Question"
  Consulting Proposals - Five Steps to 100% Acceptance For Larger Assignments

Article Tags: marketing, proposals, referrals, sales, service professionals



Related Forum Posts
Re: Service Or Product? - I agree with starting a Service-based Business in the economy. Here is what I think is critical: 1. Researching that your Service business has a market. 2. Marketing the Service with as much leverage as possible. 3. Product-izing the Service (aka Package Expert Knowledge). This will only help elevate you as "the" expert in your niche and make you accessible to people in different price points.
Why pay a Consultant? - Consultants can bring you into contact with a Funding Source but how do you tell whether a consultant will be successful beforehand? Professional Consultants ALWAYS ask for some kind of retainer so that they can feel they're not being used by a 'chancer'. However, when raising funding, a real consultant will offer to REFUND THAT RETAINER out of the % BROKERAGE he charges, payable once he finds your Funding Source, and payable from initial disbursements. Retainers only cover part of the costs that a consultant has to pay while working on behalf of the Client. Their real wages come from the agreed upon Brokerage, received when they are successful on the Client's behalf.
Don't give up 40%! - Congrats on this milestone Evan... I agree with outsourcing any function that makes the business owner a Front-line worker as this is not best use of your time. I also agree with Louis that 40% is too much to give up. 40% may work if you have surpassed your income goals from the website and after you pay the 40% you are still within your monthly income goals. Would an RFP/RFI (Request For Proposal/Information) to companies like this Website Sales Team be a call you need to make?
Check References! - Make sure you always check references before hiring a consultant to help you out! Also make sure that they have experience in your field? If you're a software company have they ever raised $ for software firms before? Professionals should have no problem giving a list of references that you can call on.
Elevator Pitch in 10 Words - "Winning Business Design For Aspiring Entrepreneurs Based On Their Idea"


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Setting Goals for your Home Based Business

Is the Media to blame for losses in super?

SEO Gurus, Software and Ebooks

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.