The process of getting new work often requires putting it in writing. Sometimes an estimate or quote will work just fine, but for larger more complicated projects you’ll need to write a proposal.
A “estimate” is for a simple product or service that requires just enough information to define the details of the sale and the price. Keep it simple and outline in a 1-page invoice style sheet. Put enough to cover yourself, but don’t overwhelm the client/prospect.
A “proposal” is required for a more detailed project and is often used with prospects who have not used your services before. This is you opportunity to sell yourself while providing them with the details and pricing that they requested.
Our standard proposal includes the following components:
- an introductory letter (1 page)
- our vision (1 paragraph)
- project overview (1 paragraph)
- process (2-3 paragraphs)
- developmental phases (bullet point outline, 3-5 lines)
- project profile (outline format with all of the project details; generally 1 page long)
- special considerations (1 paragraph)
- project timeline (1-2 paragraphs plus visual representation)
- project costing (1-2 paragraphs plus visual representation)
- payment schedule (1-2 lines)
- payment terms (1 paragraph)
- expectations & commitments (1 paragraph)
- ownership of intellectual property (1 paragraph)
- additional services available (out of scope items; vary depending on project)
This whole thing takes about six pages. Enough to give full details on the project, sell your company philosophy, and outline expectations for the process. This works well for many different types of projects including six figure deals.
While some people might say this proposal format has “fluff” you have to consider that some decision makers are only going to have these few pages to not only get the price and scope, but also an introduction to who you are and what you do.
