Sunday, August 19, 2012

The last six of the Twelve questions for developing a consultative proposal

6. How inclusive (or limited) is this proposal? Could it be focused more narrowly or expanded to include more? Should it be? 7. How can I prove my claims, particularly regarding potential ROI or competitive superiority for my products or services? What kinds of evidence will this client find convincing? How can I illustrate or support my claims? 8. What might an opponent say against my proposal? What aspects of my recommendations might provoke resistance or disbelief? 9. Does this proposal clearly suggest that some sort of action must be taken? Does it indicate the consequences of inaction? 10. If the proposal includes a prediction or estimation of results, how accurate is this likely to be? What is it based on-factual data,observed trends, comparisons to other situations,intuition,or what? Am I guaranteeing results? 11. What are the total costs for this client to undertake the course of action the proposal recommends? Does this include both time and money costs? Are these costs linked to a calculation of return on investment, payback period, total cost of ownership, or some other measure of value? 12. Does my proposal involve the coordination of large numbers of people or resources? If so,does the proposal make clear how this coordination effort will be managed? Register or follow me to recieve my updates it's free.

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