Is the client reputable? E.g we could perform a KYC - know your customer, look up the news, parent company?, …E.g reputation (tabaco firm), conflict of interest

Executive summary: broadly what are we going to do, how much is going to cost me, what is the impact and what am I going to get?

Introduction: introduce the contents of the proposal, and present the backgrounds nd scope of the work requested. Summaries the landscape of the proposal.

Our understanding of your needs: open the dialogue with the client by saying we believe this is your need to solve the problem. Focus on the problem itself. Do not just restate their text from RFT/RFP

Engagement methodology and timelines: how are we going to do the job, with what approach, and process, and how are we going to do it? how long will it take? Using Gantt charts, milestones. If in a shorter period, then you might need to put more resources into it.

Pricing and assumptions: the most important thing that clients care about. Total price, consider the budget that the client has in mind, discounts?, assumptions

Team CVs: organisation intro, people who going to do the job, the leadership to evaluate whether they are the right people in terms of skills and experiences. Build trust and confidence, to reduce the risk.

Similar work we have performed: if you did well in the previous proposal, they might give you a reference, tell your success stories, what were the benefits

The final decision makers will likely be senior. They will refer your proposal to functional staff for evaluation of technical aspects. depends to the clients about the technical level of the report, Are they technically-focused or -minded?If the client is an engineering firm, defence, aircraft, or electricity company then yes they will want lots of technical information.

If you have detailed technical specifications then include them as appendices

Use diagrams and pictures to aid understanding of complex elements.

If you can walk the client through the major points of your proposal

You do not want to be knocked out because you forgot to include some requested element. Initial proposal evaluation will likely be done by functional staff as a 'box ticking exercise. These knock out proposals that miss criteria.

objective of proposal: make the shortlist - prepare for the presentation, contract negotiation begin

Ongoing project management (timeline and task completion, budget).

rational : done research, show evidence… the most common way buy consulting bc we typically go through formal tender processes.

Intincive: we did not necessarily intent on that but we buy things bc we think that is the right answer. From consulting point of view, we want client but fronus on instinct but the instinct needs to be based on our reputation as providing a good, reliable info.

emotional: buy something bc you like it. We want client like our our people.

Situation – describe what is the current situation. E.g our online presence doesn’t appear to be enticing our customers

Complexity – describe the tension/ issue in the situation. E,.g our competitors have invested a lot of money developing their on line presence

Question – describe the question in response to the issue/ tension. E.g how do we regain the customers that we may have lost to our competitors?

Expensive versus inexpensive versus free: clients are more likely to act on expensive advice given by expensive advisors.

Surprising versus expected: clients hate surprise! Surprises should always be ralsed tactfully and verbally with the client before broadcasting or publishing in writing

Evidence-based versus opinion - hypothesis driven: advice always carries more weight if supported by solid evidence

Cost, benefit, risks: advice is more valuable when quantifieid in terms of these factors

Some consultants like to use power statements. E.g by installing this advice you will cut unauthosied access by 80%. This technique will improve response times to less than 1 second

Attractive versus tough: bad news or difficult advice is best delivered verbally to the client before broadcasting to others or publishing. Give the client time to assimilate before expecting fast response.

Conflict with other company goals : advice that conflicts with other client goals will likely be disregarded and may attract client dissatisification. E.g you suggest reducing costs by closing the client’s office in KL bc of low profits, but the client believes it is important to maintain a presence in major SE asia capital cities

What does this mean?
What is required between the parties involved in order for this style of negotiation to work?

Items being demanded - items are included in a list of items to be demanded simply as leverage against the other party. E.g i need these things and i will told you when I need other things. Example1: Union log of claims about work hours, break times etc
Example 2: Trade agreements, Diplomat agreements.

Include reasons and brief summary of alternatives considered (plan b)

We believe that creating {this feature} for {these people} will achieve {this outcome}.We will validate this when we see {this result} impact our business in {this way}.

The Problem - understand your needs, give the change to client wither confirm that or to reedit it.