Writing proposals for potential clients - time and cost
Discussion
We are in a service business (medical regulatory affairs) and no two projects are ever the same. Indeed, the variation between what potential clients may want means that we can seldom use an old proposal to model a new one.
Sometimes, it can be a considerable and time consuming task to put a proposal together. For example, we were asked by an overseas company to find a solution to testing their product, which involves using some very hazardous microorganisms. It took us a lot of effort to track down anyone that had the right facilities to undertake even part of this work. We then had to build our proposal, work out an estimate of time and hence what it would cost. This happened over 6 month period. n this case, the client was pleased we have presented a solution....but said they need investment to proceed, and could we help them with that too?
We are in danger of becoming busy fools in writing proposals and presentations for potential clients. It may be worthwhile, it may be a waste of time. It feels more than sales and cost of sales. Its all the more difficult as some companies may want 3 quotes, although they don't say that it is a kind of tendering exercise.
I therefore wanted to ask others in services industries how they manage this tricky balance? For example, do you charge for producing a quote? Or do you just say 'yes' to preparing a proposal most of the time.
Sometimes, it can be a considerable and time consuming task to put a proposal together. For example, we were asked by an overseas company to find a solution to testing their product, which involves using some very hazardous microorganisms. It took us a lot of effort to track down anyone that had the right facilities to undertake even part of this work. We then had to build our proposal, work out an estimate of time and hence what it would cost. This happened over 6 month period. n this case, the client was pleased we have presented a solution....but said they need investment to proceed, and could we help them with that too?
We are in danger of becoming busy fools in writing proposals and presentations for potential clients. It may be worthwhile, it may be a waste of time. It feels more than sales and cost of sales. Its all the more difficult as some companies may want 3 quotes, although they don't say that it is a kind of tendering exercise.
I therefore wanted to ask others in services industries how they manage this tricky balance? For example, do you charge for producing a quote? Or do you just say 'yes' to preparing a proposal most of the time.
Thanks to everyone for sharing their own experiences, views and ideas. It is very useful feedback.
I think I will write an SOP that we can follow, a decision tree, to evaluate every opportunity with the aim of cutting down wasted time.
One of the biggest takeaways is to turn the tables and ask potential clients for a written request stipulating what they want. If they CBA to do that...they fail themselves.
I think I will write an SOP that we can follow, a decision tree, to evaluate every opportunity with the aim of cutting down wasted time.
One of the biggest takeaways is to turn the tables and ask potential clients for a written request stipulating what they want. If they CBA to do that...they fail themselves.
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