Generate
the documents for your client. Replace the tags with
your business and client-specific information and save the documents
for each client. Since there is no one-size-fits-all solution
for generating a proposal package, pick and choose the documents
from this kit as needed. The larger the project, the more documentation
and design is required to be successful. Small business sites
can be designed and estimated in less than an hour once you are
familiar with the materials. Some of the most important documents
are the proposal executive summary and the web development contract
(in the Standard and Pro versions) which are designed to give
you and your client the most protection. There are many tips in
the kit materials such as protecting yourself against a non-paying
client after developing all or part of their project. By getting
partial payment up-front, the client has a financial stake in
the project and the contract binds them legally. Beginners often
work on faith, only to be stiffed in the end at times. With no
contract or financial stake, there is little incentive for the
client to pay your development fees if for some reason the client
backs out of the project. Years of consulting
has shown that clients do not always pay if there is no obligation
on their part. Even with a contract, there is always a risk that
the client will not make the final payment The development milestones
and contract documents are written to cover this common problem.
The larger the project, the more milestones and payments should
be built in.
You must make
a connection with your client on a different level. You want the
client's business, translated "what's in it for me?".
The client is concerned about his own issues, translated "what's
in it for them?".
The connection
is bridged by helping the client realize he needs the expertise
only you can provide. This is one of the most important concepts
outlined in the all-time best seller "How to Win Friends
and Influence People" by Dale Carnegie. We recommend
this book to everyone.
Our Proposal
Kits are designed to impress your client and show them that you
put their interests first. This is done by protecting them (and yourself) with
a detailed contract, offering them numerous ideas for marketing their
business, and by extensively interviewing them
to determine and understand their needs. Stress what is important to them and the success
of their business and that you are taking the time to understand
their needs and business.
No matter
how expensive a proposal system you license, no system will write
your proposals for you. You still have to research and interview
your prospect, design the solution, write the content, and put
it in writing. Proposal Kit contains more material than automated systems from other companies which cost thousands of dollars. Proposal Kit is the only comprehensive proposal AND contract management system for individuals and small businesses in computer related fields.
There
are a variety of ways to merge data into the proposal templates.
With plain text:
The easiest (and non-automated) method is to highlight the text of the tag and manually over type with your data or do a search and replace using your word processor.
With Proposal Pack Wizard:
The
Proposal Pack Wizard software has a built in contact manager
and Mail Merge Wizard. This is the best option available.
The Wizard is completely automated and self contained and
is the fastest and easiest method to use.
Use
your word processor's proprietary mail merge:
Once
you have opened a document and picked your data source (i.e. an external file, database, e-mail program, CRM system) you can replace our tags with your data source's tags then save the document. Every time you create a new proposal you can merge data from your unique data source. Consult your word processor help system for details on how to connect a document to a data source and insert proprietary merge tags into a document. Use this method to replace our plain text tags and integrate our documents directly with other systems.
Depending
on how complex your proposal is and the size of your prospect's
business, create documents to suit that specific proposal. For example,
a small 5 page mom and pop business does not need a 30 page proposal
with the works. Just include a cover letter and short form one page contract with payment terms. A complex project will require
detailed specifications, site storyboards, milestones, comprehensive
contract, restatement of the interview worksheet information,
execute summary, title page, table of contents and more marketing
information to help pitch the job.
There are
a number of complete samples included in the Proposal Kit and
Proposal Pack products. The
samples also include documentation on how the final proposal
was created using the kit materials and background information
about the project.
You can also
order pre-formatted professionally designed variations on the proposal
templates with our Proposal Packs.
Each pack contains a large collection of documents, templates and sample
proposals ready to use as-is. Just drop in your custom information.
We even include the original artwork files so you can
quickly and easily extend and modify the look and feel of the
packs.
Continue
to : Delivering your proposals
Back to
: Tutorial Index
