150 FS Proposals
Published: March 12, 2015
150 FS Proposals
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Show Notes
01:46 - What is a Proposal?
- 3 Tier Options
- Budget
- Middle
- High-value
- Statement of Work (SOW)
- Alan Weiss Sample Proposals
- PO (Purchase Order)
15:18 - Legal Situations?
- Reuven’s Cautionary Tale
- Arbitration
- Mediation
19:31 - The Proposal is NOT a Pitch (80/20)
- RFP (Request For Proposal)
- Negotiations and Agreements
- Have Someone On Your Side (Work With the Right People)
- Value-based Pricing
27:45 - Recycling Proposals vs Starting From Scratch
- Use Templates
- Modify Text as Needed
30:34 - Things NOT to Put in a Proposal
- Never Change the Price or Give a Discount (Prevent Haggling)
- Write Everything Down => Meeting Notes
33:39 - Sales Conversations Are Everything
36:44 - Proposal-Writing Tools
40:11 - Understand Client Wants and Needs
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