This PPT slide, part of the 23-slide Winning New Consulting Business PowerPoint presentation, presents a dual checklist aimed at enhancing the effectiveness of business proposals. It is structured into 2 distinct sections: "Always" and "Never," providing clear guidelines for interactions with clients and the overall approach to proposal development.

In the "Always" section, the focus is on proactive engagement. It emphasizes the importance of over-delivering in client interactions and setting a "burning question" to demonstrate a deep understanding of client issues. This approach not only highlights the need for action, but also addresses personal and political motives that may influence decision-making. The checklist advises leading with credible contacts and shaping selling messages collaboratively with clients, ensuring that proposals resonate with their needs. Additionally, it stresses the significance of summarizing work done and identifying new areas of concern upon project completion.

Conversely, the "Never" section outlines critical pitfalls to avoid. It warns against engaging in opportunities without adequate client interaction, which could jeopardize relationships. Surprising clients is discouraged, as is ignoring their initial concerns. The checklist also cautions against delegating key responsibilities and proposing by committee, which can dilute accountability. It highlights the necessity of early partner involvement and the importance of addressing client questions directly.

This dual approach serves as a practical guide for executives looking to refine their proposal strategies. By adhering to the "Always" principles while avoiding the "Never" pitfalls, organizations can foster stronger client relationships and enhance the likelihood of winning new business.

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Consulting Proposals Consulting Sales