Before solutions are presented, we, as service providers, need to make sure that we really understand the key business issues that need to be addressed. What would a successful solution look like to the client? To ensure maximum success, consider identifying in your proposal the client's requirements. This confirms to the client that your understanding of their issues and goals are correct.
The expectations of the service provider and of the client are critical to define. What are the cost considerations, commitments and guarantees? Samples of designs may help clarify style preferences.
Together with the client, identify the measures of success that can be verifiable at the end of the commitment.
Avoiding Pitfalls
These tactics may cause problems for the service provider, client or both.
- Not pre-qualifying the client's budget can waste a lot of time. For example, if the service provider offers both low cost as well as high cost services, then this should be identified at the outset.
- Not setting cost expectations correctly. For example, what are included AND excluded from the price identified? How does a change to the project requirements affect cost? What does that ongoing back and forth discussion/emails cost?
- Not considering both strategic and tactical steps. Some clients may have a set budget right now but want to expand when they acquire additional funds. The tactical implementation must consider the overall strategic direction in order to be successful.
- Identifying the details in the proposal can lead to a loss of intellectual property for the service provider. At the proposal phase, identify what the solution should be, not how it will be done.
Not identifying the success factors will not allow proper completion of the project and potentially a lot of frustration on both sides. Both sides must agree to the success factors so that there can be a happy closure. - Not having client participation understood and committed to, can lead to delays and frustration. At the proposal phase, the client needs to understand this strategy. The client needs to participate in the project, at the very least, to approve each measurable deliverable as they are completed. If the service provider needs information from the client, the client needs to be available. If they are not, the client needs to understand that the project deadlines will be affected. Waiting until the end of the project for client approval leads to costly misinterpretations. At earlier points in the project, it is less costly to redirect the efforts of the project. Client signoff at each measurable deliverable helps the overall project success.
- Not knowing who on the client's side will be involved in the day-to-day project can lead to serious challenges. Meeting those people will enable better understanding of how to proceed forward with the project.
- Not getting signatures to ensure understanding can cause frustrations.
We look forward to your thoughts, experiences, helpful tips.
