Proposal Review

Step Three: Proposal Review with the client

Hi All! Have been away for sometime. In my last 2 posts we have discussed Needs Analysis and how to create Effective Proposals. In this article we will discuss the next step which is proposal review.

It is very important to be on the same page as the client. This is a very important step during which you should discuss all the elements of the proposal and figure out the final scope of work. Discuss with the client what you will do through a step by step approach and what would be the roles and responsibilities of both parties. This is also the time when you should clarify all billing and pricing related details. The idea is to clarify any doubts that either parties might have and also to ensure transparency at all levels. If you have missed out on including any point or the client has added to the scope of work, make sure that you send a revised proposal. If you see that there has been a lot of change in the scope of work its always prudent to conduct second of round of discussion with the client.

Few years back I came to know about an excellent web conferencing software called GotoMeeting by Citrix, though it had its limitation on the MAC platform. This application has really helped me in the past to explain things to my clients and also to give demos or presentations. Moreover, it lets you record the presentations which can be reviewed later on for self analysis or to show your team how to hold effective discussions with clients (if your presentation was really good). Webex is another great tool though a tad bit expensive. If you are negotiating with a client who is based locally, it is always an effective measure to have a face to face meeting.

In my next post I'll discuss the final points which if done correctly should ultimately lead to project closure.

Cheers everybody!!!

Needs Analysis

Step One: Find out what the client wants.

This is what I call the Needs Analysis stage. Though it sounds very basic, trust me a lot things can go wrong here. It is very important to capture the correct requirements from the client. Based on this information, the next steps will follow. First and foremost, it is very important to realize that not all clients are tech-savvy. Thus what they are looking for in the first place is consultancy. It is very important to make a distinction between needs and wants. For Phase 1, ask them to prioritize the needs. I go through a series of questions that helps me to determine:

• What the client's business does
• Why customers buy from them
• Who their competitors are
• What their objectives are for their site
• When their deadline is
• How often they will update the site and how they will do it
• What style of design do they like

Once you've found out exactly what it is that your clients want, you're ready to begin writing your proposal. And because you've used a simple question and answer process during the Needs Analysis step, the task becomes so much easier.