Shoot Straight…Why the Elusive Proposal?

For some reason, discussing money is the major hurdle.  Yesterday I had several sales calls with potential buyers.  One example stands out… We had discussed the need, talked about options, come to a conclusion on next steps, and even picked dates to begin.  My prospect then said, “Send me a proposal with some options and […]

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 […]