Episode 156: Anatomy of a Winning Consulting Proposal—with Deb Zahn
Even if you wow a prospective client and they agreed to a scope, the deal is not done until a contract is signed and you start the work. Proposals are the bridge between the discovery phase and contract—and they are where consulting deals can be won or lost.
In this Craft of Consulting podcast episode, I share the steps I take to construct winning proposals and answer common questions about what to do and avoid.
Proposals don’t just memorialize what a prospective client agreed to. It’s a critical step in selling and sealing the deal. In this episode, I talk about:
Getting to a proposal stage by learning the Top 5 Things You Must Do to Get Consulting Clients in my FREE live masterclass
Understanding the purposes of consulting proposals
Answering common questions about consulting proposals
Using the “toolbox approach” so you have the right tools when you need them
Establishing an effective narrative flow in a consulting proposal
Avoiding stating the price of your consulting services too early in a proposal
Tiering a proposal, what it does, and when it makes sense
Including value upgrades and other options
Ensuring you include key elements in your consulting proposals
For more information about my FREE live masterclass: Top 5 Things You Must Do to Get Consulting Clients: https://www.craftofconsulting.com/masterclass