| > | | | | company and why yourproposal hasn't yet been |
| How To Follow Up A Consulting Proposal | | | | accepted. Perhaps the entire projectgot cancelled? |
| Copyright 2002 by Paul Bednar | | | | Maybe quarterly earnings were disappointing and |
| After submitting a proposal, many consultants | | | | alayoff is now in the works? The possibilities are |
| wait a short periodof time--maybe a few days or | | | | endless andconstant speculation for an answer |
| one week, before contacting thepotential client. | | | | can drive you crazy! |
| The purpose is to find out if the proposal hasbeen | | | | 2. The potential client knows how to contact you. |
| accepted, rejected, or if modifications are | | | | Once you'vesubmitted the proposal and followed |
| necessary. | | | | up, you've done your part. |
| Contacting the potential client once is professional | | | | Let them make the effort to contact you to |
| andacceptable. However, if your phone call or | | | | discuss proposalchanges and clarifications. When |
| email is notreturned, you will be tempted to | | | | they do, it demonstrates theirinterest and you |
| repeatedly contact the potentialclient for an | | | | are one step closer to being retained. |
| answer. | | | | 3. Getting clients is a numbers game. You have to |
| Resist this temptation. Hounding the potential client | | | | submit acertain number of proposals just to get |
| for ananswer does not improve the situation. | | | | retained. By moving onto search for the next |
| Don't take it personally. | | | | client, you increase the odds that yournext |
| After making your one inquiry about the | | | | prospect will become a client. |
| proposal's status, forgetabout it and move on. | | | | Contacting the potential client more than once to |
| Begin searching for the next potentialclient. | | | | ascertain theproposal's status is counterproductive. |
| This practice of submit-follow up-move on defies | | | | Also, it forces you tospend time and energy on |
| conventionalsales methodology where people are | | | | what is now in the past. Keep yourenergies and |
| trained to continuously followup with prospects in | | | | thoughts focused on identifying the next client. |
| order to get sales. However, this methodworks | | | | Besides, when a proposal is finally accepted, you |
| for these reasons: | | | | can be amazedat your good fortune! |
| 1. You have no idea what has happened at the | | | | |