Justifying your Fee

My son has never had pizza!  Can you believe it…you should know by now that I eat pizza at least once a week, and that’s a bad week for me.  Why have I deprived me son?  Be cause he is allergic to everything.  Gluten (which knocks out just about every restaurant bread), wheat, corn, dairy…that […]

The Fixed Price Dilemma

After several posts on proposals and some words on pricing, people have responded with all sorts of reasons on why they can’t give a fixed price.  Believe me, I understand the dilemma.  If you just don’t know what it will take, you don’t want the risk…here are the common objections: 1. Client doesn’t want to […]

Throughts on Proposing Solutions

Proposals don’t sell solutions – they state what’s already been agreed to. Don’t use your proposal to state your value proposition. When you change your selling process based on a company’s protocol for bidding, you turn your value proposition into a commodity. It was your proclaimed ability to create differentiation that got you in your […]