From the course: Running a Design Business: Writing and Pricing Winning Proposals
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What to consider when vetting a new prospect
From the course: Running a Design Business: Writing and Pricing Winning Proposals
What to consider when vetting a new prospect
- In my crystal ball, the top seven to 10 categories that you used to vet new business should be customized based on your short term and long term business goals. These categories should be largely objective, measurable, your criteria, and can be easily determined before you write a proposal by paying attention to those red flags. Your qualification process should always include price and budget with indications of measurable price ranges. The price you determine for the prospect will either be the client's budget or your own rough estimate based on the questions you asked the prospect before you write the proposal. Other categories that can be objectively assessed may include number of stakeholders, or decision makers, schedule expectations or bandwidth, if the project fits your positioning, and even aggravation factor, which can be measured by the number of red flags. For example, in positioning, if you specialize in working in three different industries, you may give a high score…
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