Million Dollar Consulting Proposals by Weiss Alan

Author:Weiss, Alan [Weiss, Alan]
Language: eng
Format: epub
Publisher: John Wiley and Sons
Published: 2011-10-13T14:00:00+00:00

Obstacle 3: The buyer and/or you have erred.

Sometimes the buyer has believed that some assumptions are facts (i.e., turnover rates or average sales amounts). Sometimes you will be in error on your projections (the percentage increase in sales expected will be only in two areas, not all five). These errors are discovered after the buyer reads the actual proposal, which is really why you’ve submitted it and the buyer is reading it!

At this point it may seem obvious to merely correct the errors and resubmit the proposal, and that is what you would do. However, you may be doing so with far less value than originally estimated and therefore less ROI, consequently too high a fee. So here are ways to avoid those unpleasantries in case their ugly heads arise:

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