Questions to ask, before doing a proposal

Im Nachgang zu einem internationalen Vertriebstraining in Istanbul habe ich von unserem Kooperationspartner Rhys Marc Photis, cultural connective, folgende Ideen zum Thema “Erst fragen, dann Angebot schreiben” bekommen:

Both client-managers exchange glances, and nod to each other.

“Can you send us a proposal for that?”, says one. “With pleasure“, says the adviser enthusiastically.  ”We can let you have it by Friday, is that OK?” And he leaves the meeting, jubilant at a 50% chance of success … at least.

Our adviser will now spend several hours putting together a convincing document: summarising the background and scope, clarifying assumptions and constraints, making recommendations and suggesting a course of action. He will estimate a price, add a margin for error and hope for the best. All this may cost him many working hours, perhaps even an evening with his kids.

All based on a nod. The nod may well have meant that one of the managers has heard enough and needs to leave now. Even if it were more favourable, a key moment for furthering a relationship has still been permanently lost.

Let’s rewind. What should have happened next? Here are a few responses that would have deepened the relationship, or at least saved our adviser a lot of work.

Client Manager: “Can you send us a proposal for that?”

• “Sure. To do so, we will need some further information about x and y; who can help us with that?”
• “Whose budget will be supporting this initiative?”
• “Who else has a key stake in its success?”
• “What other approaches are you considering?”
• “When would you want this to start?  What other factors are critical for the timing of the project?”
• “Who would be involved in the kick-off meeting / initial briefing?” 

The last question in particular can be very indicative: if they answer it specifically, e.g. with dates, you are on the home stretch.

Which of these questions would best fit your style / business?

Thanks Rhys,
good ideas,

Heiko van Eckert