Templates are handy but don’t show understanding of what the client wants.
By Steven E. Sacks
The NEW Fundamentals
Do you ever wonder why after spending many hours on drafting, editing, proofing and polishing – and proofing and polishing just once more – your engagement proposal efforts did not result in winning the engagement? And if this happens on a semi-regular basis, the frustration is never easier to take.
MORE: The Future of the Accounting Profession | 7 Signs Your Accounting Firm Agreement Falls Short | Five Common Negotiating Mistakes | Reaching for Authenticity in Client Service | Deadlines? Ha! Don’t Make Me Laugh | Organizational Change Starts and Ends with People | Busyness Isn’t the Same as Productivity
Exclusively for PRO Members. Log in here or upgrade to PRO today.
You may have the requisite knowledge and experience and perhaps even a broad view based on a diverse set of clients. However, you may have become complacent by maintaining a “cookie-cutter” approach to developing your proposals. Like the old joke defining a consultant: “A person who takes off your watch, tells you the time and gives the watch back to you,” implies an approach that you believe is best for your potential client, yet reflects no understanding of what the client actually needs.
TO READ THE FULL ARTICLE
