July 30, 2018
The #1 problem with project proposals
Almost every time I review a project proposal - which I do a lot - there’s one particular problem that stands out head and shoulders above anything else:
A lack of articulated benefits.
If I have squirrels in my garage and I call you to get them out of there, I expect you to give me a quote that plainly states that my garage will be squirrel-free when you’re done.
Instead, what I see from developers is (to use the squirrel guy metaphor):
- An explanation of the tools they’ll use in and around the garage
- A list of materials they’ll use to patch holes in the garage
- The steps that they will take in the process of installing things and setting traps
- The number of hours they estimate it will take them to complete all the steps
BUT NOT A SINGLE WORD ABOUT:
- when the squirrels will be gone,
- how long the squirrels will be gone for,
- or even that anything they do is likely to get rid of the squirrels at all!
So, fine... list your tools and your process and your estimated hours if you must.
But don’t forget to plainly state the benefits that the client can expect to enjoy from their investment in your assistance.
Yours,
—J
P.S. Do you think you’ll be sending out a proposal in the next month or so? I can almost guarantee that you’re going to price it too low. Recently, I had a student close a deal at a price 50% higher than his biggest proposal ever AND for a project that requires 25% of the work. There’s currently one opening left in the program. Learn more here -> jonathanstark.com/coaching