Tips of the Trade: Pre-Proposal Questions
By Ilise Benun, Marketing Mentor
Do you ever meet with a prospect to discuss a project then, when it’s time to write the proposal, you realize there is critical information missing?
That’s one reason it’s essential to ask as many questions up front as possible; it also positions you as an expert who really knows the industry and can think beyond the project scope. But sometimes you don’t think of all the questions at the right moment.
So here is a not-at-all comprehensive checklist of questions to ask, besides the usual timeframe and budget parameters, to create a proposal that will get you the job:
What are the big-picture goals of this project?
What is the specific objective you need to achieve?
How will you measure the success of this project?
What/who is the market for this project? (Get as much info as you can on this aspect; it’s crucial and often given short shrift).
Who is the main decision-maker on this project?
What models are you using for this project?
Where is the source content coming from?
How much research will be necessary?
Are there specific technologies you do or do not want used?
How does this project fit into your big picture?
Have you ever done something like this before? If so, what?
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