Proposal Stage¶
Formal proposal development and presentation
Overview¶
Proposal development and presentation stage, including pricing, scope definition, and value articulation.
Stage Definition¶
Entry Criteria: - Assessment completed (if applicable) - Scope requirements documented - Stakeholders identified - Budget range confirmed
Exit Criteria: - Proposal delivered - Questions answered - Verbal acceptance or negotiation items identified - Next steps to contract agreed
Proposal Structure¶
1. Executive Summary (1 page)
- Understanding of situation
- Recommended approach
- Investment summary
- Why SBK
2. Understanding Your Needs (1-2 pages)
- Current state summary
- Challenges identified
- Goals and success criteria
3. Recommended Approach (2-3 pages)
- Services overview
- Methodology
- Timeline and milestones
- Deliverables
4. Investment (1 page)
- Pricing options
- Payment terms
- What's included
5. Why SBK (1 page)
- Differentiators
- Relevant experience
- Team credentials
6. Next Steps (1 page)
- Decision timeline
- Acceptance process
- Start date
Proposal Types¶
| Type | Use Case | Turnaround |
|---|---|---|
| Letter proposal | Small scope, established relationship | 1-2 days |
| Standard proposal | Most opportunities | 3-5 days |
| RFP response | Formal procurement | 1-2 weeks |
Presentation Best Practices¶
- Send proposal 24 hours before meeting
- Start with their priorities, not your slides
- Focus on outcomes, not activities
- Address objections proactively
- End with clear ask and timeline
Stage Metrics¶
| Metric | Target |
|---|---|
| Proposal to close rate | 60%+ |
| Days in stage | 7-14 |
| Presentation win rate | 70%+ |