Summary of Alan Weiss's Million Dollar Consulting Proposals

Please note: This is a companion version & not the original book.

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#1 A proposal is a summary of the conceptual agreement reached with an economic buyer. It is not a negotiating document or an attempt to make a sale. It should not establish your credibility, establish a relationship with the buyer, or serve as a point of comparison for competitors’ proposals.

#2 Proposals have traditionally been viewed as a mix of credibility, research, consultant’s beliefs and mission, pricing, risk management, and competitive submission.

#3 The most important thing you can do is to persuade the firm to stop using a metric of number of proposals issued per week as an indicator of sales success. Proposals are not the point of the arrow, but the heft behind it.

#4 The buyer must share personal and nonpublic information with you in order to establish a trusting relationship. The buyer should ask your advice.

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