Byline Software Development Proposal Template Made Easy

Byline software development proposal template

next question I guess let's make this the last question I see is sort of partially typed one in there if that one gets corrected and I'll answer that too but we can wrap up shortly so last question what is it consumed one more popped in all right okay so we'll just do these last two what is a compelling communication strategy to overcome existing perceptions of what I should cost and get conceptual buy-in not only from my client contact but also their VP and CEO before providing a proposal I want them to accept my higher rates and not feel like they need to consider another consultant yeah I mean that's you have the Y conversation you you raise every possible objection you can about why they wouldn't do something cheaper like if you're worried about them if you're worried about competing on price you need to surface all of those objections in the phone call you cannot address those in your proposal it will not work so you need to get all of that stuff on the table in the in the phone call Eve as uncomfortable as that can be it's the plate it's the place to do it so when you're talking to them you need to first ask your why questions if your contact can't answer the why questions because oh I don't I don't know the VP just told me we need to do this say well I need to talk to the VP otherwise I can't guarantee any kind of otherwise I might be taking your money you know I need to know what you guys are trying to get out of this cuz if I'm not confident that I'm gonna deliver ROI you guys are gonna be upset that you hired me even if it's not my fault so let's get this on the table so nobody's you know but ends up in a sling because you ended up paying me a whole bunch of money that didn't really move the needle for you guys so let's figure out what needle we need to move first and then we can talk about whether or not I'm a good fit but if we don't you know we don't know we're you driving you're basically just jumping into a taxi and saying you know just drive anywhere and I'll just pay you you know so the first thing to do is ask questions that only the economic buyer can answer which just happens automatically if you ask the questions I gave you before because someone that's too far down in the organization is not going to know what the overall strategy for the organization is so you're gonna automatically get escalated up the the chain to get to the person who can answer these questions and then with that person you will be able to have with the right person an outcome focused discussion so they will be focused on business needs you will be focused on the business needs nobody will be thinking about costs at that point nobody's gonna be thinking about your hourly rate at that point they're gonna be thinking about the opportunity that their business will potentially capture with this project or a cost that will be cut from you know your intervention so you I don't know you move them off of some horrible hosting company over to AWS and now that all of a sudden they're saving twenty thousand dollars per month so you're really gonna cut cost or capture an opportunity that's gonna have a value to the person who is the decision-maker and if you can figure out that value by having these conversations and you can then it then it makes then I would be convinced that it's worth my time to put together a proposal if if I'm not convinced that they really want to work with me after I have tried to talk them out of it then I'll probably say something then like I don't know if there's a good fit here guys I think the you know you know your project is a good one it makes sense for you to do it but I don't think I'm the right person for it I'll introduce you to somebody who either isn't as busy as me or is more junior strategist or something depending on what they're looking for and I'll just I'll just give that lead to somebody else if I'm not a good fit so really if you ever go to sit down a proposal if you go to sit down and write a proposal and you're just like I don't know what to write that means you didn't do your job in the meeting getting all the information you need so try harder in the meeting to get that information get to the people who really can answer those questions and it'll be the rates won't be as much of an issue