Consulting Made Easy by Adrian Partridge

Author:Adrian Partridge [Partridge, Adrian]
Language: eng
Format: epub
Publisher: iUniverse
Published: 2016-03-31T04:00:00+00:00

There are many variations, but most ways of getting work are covered in the three points above. However, this is only half the story (actually way less than half). Just because you've talked to someone about potential work doesn't mean it's going to happen. If Laura, your potential client, says, "Hey, I'm looking for some assistance with a new project we have underway," from that point on, there's a lot that you both need to agree on. What the project is, how much work she's looking for, what she's prepared to pay, when you're going to start, plus a number of other things, need to be sorted out. And this is where the proposal comes in.

The next section covers proposals in some detail. But, in essence, a proposal is a written document that you prepare that covers all the points I just mentioned. And that's not the end of the story. Often there will be some to-ing and fro-ing on some points in the proposal until you're both (reasonably) happy. Then, once you have agreement, you need that formalized. Ideally you'll get a purchase order; at minimum you'll get an e-mail instructing you to proceed or a signature on the back page of your proposal. Until you get to that point, you don't have the work.

Here's a cautionary tale: A government client of mine, who I'd worked for on a number of projects over a couple of years, contacted me. She asked me for a proposal for a package of work that we discussed over the phone. I duly responded and followed up. After sorting out a couple of minor points, we reached an agreement. She said she'd send through a purchase order and was adamant that I start on Monday---in ten days.

The next few days passed, and the purchase order didn't arrive. I nudged her a couple of times by e-mail, and both times she said it would be sent through. I called her on the Thursday before the project was to start, and she confirmed that everything was okay and that I'd get the PO later that day or first thing Friday. So a start on Monday was still the plan.

On Friday afternoon she called me to say the project was canceled and that she was sorry. Her department was involved in some sort of government scandal, and all ongoing work had been suspended. I never did get that work, as she left the government a few months later and, believe it or not, set up her own consulting business.

So the moral of this story is "It's never over till it's over." Get the purchase order and then celebrate, not before.

What Is a Proposal?

At its simplest, a proposal is a price quotation, usually written but sometimes verbal, such as "I will do that work for ten thousand dollars."

However, in practice, usually more is required. You need more in your proposal so that both you and the client are clear on what's going to be done, when, and for how much.

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