Converting enquiries.
WHAT TO ESTABLISH BEFORE QUOTING
What the client actually needs What outcome they want Their timescale Their budget, if they will say Who decides
WHY THE OUTCOME MATTERS MORE THAN THE TASK
Clients describe a task; the outcome is what they are buying.
WHAT TO ASK
What success would look like, and what happens if it is not done.
WHAT TO DO ABOUT BUDGET
Ask, directly.
WHY
It prevents wasted effort on both sides.
WHAT TO DO IF THEY WILL NOT SAY
Offer a range, or describe what different levels of investment produce.
WHAT A PROPOSAL SHOULD CONTAIN
Your understanding of the need What you will do What you will deliver What is excluded Timescale Price and payment terms What you need from them
WHY STATING YOUR UNDERSTANDING FIRST
It demonstrates you listened, which is what wins work.
WHAT TO KEEP SHORT
The proposal.
WHY
Long documents are not read and they delay decisions.
WHAT TO ESTABLISH
What the client must provide, and when.
WHY
Client delay is the commonest cause of overrun.
WHAT TO AVOID
Doing substantial work before being engaged Free proposals that amount to the work itself Extensive unpaid consultation
WHY
It sets the expectation that your expertise is free.
WHAT TO DO IF ASKED TO WORK ON SPECULATION
Decline, and offer a small paid piece instead.
WHAT TO FOLLOW UP
Quotes, once.
