• usually a preferred provider
• they define all the terms
• you're not the 'respected professional' just another vendor

• the buyer is strategic
• the buyer has a budget they own
• the buyer can knock over road blocks
• the buyer could say 'yes' and the project would go

• let them know they'll look good by introducing you
• make them fear the questions they can't answer
• just go over their head??

• buyer not impressed with you
• they're on a fishing expedition
• you're afraid
• you let them set the agenda

• they don't just need a site

• more than just first level value
• is there actually any value even?

• is this really my ideal project?
• am I really the right choice for the project?

• the only thing clients pay for are results
• which one or two if hit would make the project a success?

• almost always the buyer

• who or what could cause the project to fail?

• like the IT person that's going to 2nd guess you

• How can you show value on day 1 or 2?

• by the end of this section the prospect should be nodding in agreement

• 3 - 5 high level things that are part of the project

• show you're not just a dreamer you've got results planned

• 3 different options that the prospect can choose from

• how long will each option take

• what is each party responsible for?

Find Me

http://curtismchale.ca

@curtismchale

Writing Proposals that Win Work

Get in touch about coaching and mentoring