client-proposal
Overview
Based on "The Consulting Bible" by Alan Weiss and "Flawless Consulting" by Peter Block. A proposal is not a scope document - it is a business case. The client must see their problem clearly, understand why your approach solves it, and see the value of solving it before they encounter the investment. Sequence matters: value before price, always.
The fatal mistake is leading with methodology. Clients do not buy methodology - they buy outcomes. Every section of the proposal must connect to business value.
Workflow
Step 1: Confirm the Business Outcomes
Before writing a word, confirm the three levels Weiss calls the "business outcomes hierarchy":
- Business outcomes - measurable results for the organization (revenue, cost, speed, quality)
- Personal outcomes - what this means for the sponsor's career, reputation, or goals
- Relationship outcomes - what a successful engagement means for the client-consultant relationship
If you cannot name at least two business outcomes and one personal outcome, go back and ask. A proposal without clear outcomes is a scope document - it invites line-item negotiation and price pressure.