By Michael W. McLaughlin
The words "send me a proposal" are music to the ears of many consultants.
Even though they might not really enjoy writing proposals, most consultants jump at the chance because they believe that exciting, lucrative work might be right around the corner.
The invitation to write a proposal is a milestone in the sales cycle – an opportunity to get one step closer to a client and a new project.
Owning The Pre-Proposal Stage
The best proposal is one you don't have to write. Tip the competitive scales in your favor and try to eliminate the proposal process altogether. A competitive field reduces the odds of landing the business, so sidestep that challenge if possible.
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