Million Dollar Consulting, 5th Edition

CHAPTER 5PROPOSALS

NEVER NEGOTIATION, ALWAYS SUMMATION

My definition of a proposal is that it is a summation of conceptual agreement, and not an exploration (of whether to proceed) nor a negotiation (of how to proceed). It is also my contract, since it includes an acceptance segment at the conclusion.

As in all else in this profession: simplify.

THE NINE STEPS

I wrote a book once called How to Write a Proposal That’s Accepted Every Time, and I meant it. Your “hit” rate following the advice thus far and what immediately follows should be at least 80 percent.¹ Many of my coaching clients can demonstrate proof of 90 to 100 percent proposal acceptance.

Here is that royal road:

1.   Situation Appraisal

The proposal starts with one or two paragraphs—no ...