From the course: Running a Design Business: Writing and Pricing Winning Proposals
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Your crystal ball for qualifying a new prospect
From the course: Running a Design Business: Writing and Pricing Winning Proposals
Your crystal ball for qualifying a new prospect
- If you've been in business for at least three years and want to evolve and grow your business, you will require a thoughtful, robust and customized qualification strategy based on your longterm business goals. Looking at new prospects from all angles and evaluating them based on measurable criteria will help you filter all incoming new business, save time and write more effective proposals. I have developed the qualification tool I call my crystal ball. This method looks at seven to 10 areas or categories and uses a scoring system to help weigh your decision. In this example, I've used the following categories to filter the work. Price and budget, whether it's cool or fun, or as my client's like to say, gives you goosebumps. It also includes the type of connection, if it fits your positioning, the scope of the engagement, if there's future potential of additional work, the number of stakeholders and overall schedule expectations. In addition, you may find that some of the areas you…
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