Proposals

Initial Contact
Who called/wrote? What do we know? - Existing/former client
- New prospect - Old prospect

Dear Occupant RFP w/without meeting? Meeting set-up Pre-meeting activity

- Inquiry - Research - Strategy/format - Agenda
2

Initial Meeting
Inquiry/agreement
- Background - Objectives - End products - Competitors - Budget/timing - Commitment - Decision process

Qualifications Reading the Prospect Authenticity

3

The Proposal Understanding Objectives Issues Work Steps Staffing Time & Expense Attachments/Appendices
- Resumes - Other
4

CEDLI
Not-for-profit bank lending consortium Oakland-based Recent proposal

I. UNDERSTANDING

II. OBJECTIVES

III. ISSUES

IV. WORK STEPS

V. STAFFING

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VI. TIME & EXPENSE

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VII. ATTACHMENTS/APPENDICES

12

FOLLOW-UP
Prospect vs. consultant priorities Strategy - Who?
- Phone

- Email - Message - Timing

Any Difference?
13

Post-Mortum

Who got it? Why? What can we do better next time?

What happened with CEDLI?

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