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Listening Time:

39 min

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.


Deb Zahn

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Episode Details

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:

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