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Article Title: Three Myths Of The Sales Proposal
Author of Article: Michael W. McLaughlin
My Thoughts: The key is that a proposal should be a summation (of conceptual agreement with a buyer) not an exploration (or alternatives or negotiating options). Most consultants make the mistake of submitted a proposal prior to gaining conceptual agreement on the project's objectives measures and value.
My Name: Alan Weiss
My Title & Firm Name: Summit Consulting Group