Winning work.
STEP ONE: WRITE ROUGH NOTES
What they need, in their words if you have them What you will do What is included What is not included What it costs Why you rather than someone else
STEP TWO: ASK FOR STRUCTURE
"Here are my notes. Write a proposal covering their problem, my approach, what is included, what is excluded, timescale and price."
STEP THREE: ASK FOR THE EXCLUSIONS LIST EXPLICITLY
"List clearly what is not included."
That section prevents most later disputes.
STEP FOUR: EDIT HEAVILY
Particularly the section stating their problem. That is what wins work, and it must sound like you understood them.
STEP FIVE: CHECK EVERY FIGURE
Prices, dates, quantities. Against your own calculation.
STEP SIX: CHECK THE SCOPE
Does it match what you actually discussed?
STEP SEVEN: READ IT AS THE CLIENT
Would this convince you?
WHAT NEVER TO GENERATE
Prices, past results, client names or testimonials.
