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hey Jonathan here evan Picchi wrote in to ask what do you typically include in consulting proposals great question so I have a five page proposal template that I used for all of my consulting projects and you can actually download it by going to Jonathan Starcom slash five and you'll get the details there but just to give you a high-level overview I usually keep proposals to five pages sometimes they go to six but it's pretty rare and it doesn't matter how big the project is it's five pages or about that so the first page is a cover page which wouldn't even be a full page and then I have a section where there's a situation appraisal or describe the current state of the client situation I described the desired future state where they want to go and I describe why they are talking to me about it at all so it's sort of a two or three paragraph section not very long and then I'd go into three different incremental options small medium and large where I describe what I can do to help move the needle they want moved at a particular price point and then incrementally option two would include option one but you give them more benefit option three would it be even more benefit and include the previous two options after that I'll put a section of risks and assumptions just to make sure that we don't have any assumptions or to call out any risks in advance so that if something does come to pass in the future can say well we knew this could have happened projects are uncertain and we'll just move forward we made a contingency plan for this after the let's see after that then there's a section called wimey which I will omit sometimes when I've already worked with the client or if if the trust level is just through the roof for some reason but generally you're gonna include a wimey section that's kind of like there are a lot of smart cookies out there why would you pick me instead of others so you can kind of bullet point out some reasons that make you and uniquely good fit for the project and then I get into pricing terms and availability that sort of thing so that at that point I would say the this section is actually a little bit complicated more complicated than the others and includes a lot of things things like the fact that my prices are fixed prices and not estimates that's a big deal and I want to besides that as much as possible I'll also give them pricing terms 100% upfront is usually where I would start so that I can negotiate away pricing terms if I need to so I don't have to negotiate prices then I would list the prices for the different options I don't include them in the options section themselves that put them away at the end so they're kind of forced to actually read the document and not just jump to the numbers and then I'll give them very clear next steps for how to execute the agreement so that would be like you know you can send a check to this address or you can make payment online or whatever the case may be so that's really it and it's been very successful for me over the years very successful and it doesn't have to be a giant proposal for even a huge project the proposal really should be a summation of everything that you agreed to in the sales interview when you had the Y conversation so there should be really no surprises in the in the proposal when the client reads it you should have talked about all this stuff already it should be full of language that they gave to you sort of sort of taken words out of their mouth and put them straight on to the page and the only thing they're going to be curious about really is the breakdown of the options the Delta in between each option like what you know what do we get an option to that we don't get an option one and then what are the prices and you know pricing terms and that stuff so the the pricing term section is the the big you know section where they're getting a lot of new information but everything else should be pretty straightforward again you can go to Jonathan Starcom slash five to get an example of one of these templates and I hope that helps so my name is Jonathan stark and if you have a question for me you can hashtag ask Jonathan on YouTube LinkedIn or Twitter and we'll find it and add it to the queue see you next time