During the sales process, clients give us clues about their intent. Sometimes, a client’s off-the-cuff comment offers more insight than what you learn any other way. Whenever you hear variations on the themes below, you might pause and reflect on whether you want to leave the sale to someone else.
- We expect budget approval next month, but we need your proposal now. Remember, without an approved budget, there is no project.
- You will need to deliver your service a lot faster than that. To accelerate any project, you’ll need to review changes to scope, objectives, the team, and fees.
- We tried to do this once before but the people we hired dropped the ball. Project failures are rarely caused solely by an outside service provider.
- We will name our project manager as soon as we decide who gets the contract. Once a manager is announced, expect changes to your project plan.
- Another consulting firm wrote the outline for our Request for Proposals (RFP). Be sure the project isn’t wired for your competitor.
- We have 12 proposals under review as of now. Is your client serious or kicking tires?
- We are insisting on a fixed-fee, fixed-schedule proposal. You may be able to offer either a fixed fee or a fixed schedule. But beware of offering both, as that could be a recipe for disaster.