Use proposals as confirmations, not as explorations or negotiations.
Use proposals as confirmations, not as explorations or negotiations.
Don’t submit a proposal until you have conceptual agreement on objectives, measures of success, and value to the organization. Otherwise, the proposal becomes a negotiating document, and the options you have listed will be the point of departure to negotiate downward. I hit over 80 percent of my proposals, but I send out far fewer than most consultants because of my method of using them.
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