In this video Michael Zipursky from ConsultingSuccess.com shares with you two of the most common mistakes consultants make with proposals and how to avoid them.
This is bad advice. Really bad advice. It sounds like advice from someone who has only ever pitched to small clients. Just because your point of contact at a company has communicated with you and understands what you do, what value you bring, your experience...doesn't mean that they aren't going to send your proposal to other executives, board members, who have no idea who you are and why they should hire you. What happens when your proposal is on the desk of the CFO or in front of a board member who has never met you, never heard your name, and is now being asked to vet and approve your proposal?
These approaches have been used successfully over 20 years with companies from funded startups to multi-billion dollar organizations. Of course others in the organization that have never met you may see your proposal, which is why it's so important to find out who they are and do your best to engage them in a conversation, even a short one, so that when you put a proposal in front of the buyer it hits on what all decision makers care about and resonates with them.
