Winning & Losing Proposals
We're almost done I think our next on last part is winning and losing so you've done all this work we have proposed the client loves it you've negotiated you've spent you've spent all this time and you just know it's right so what then so also of you one that's so exciting so let's say in this instance you did the kind of more simple proposal um and you haven't actually talked about the the terms part of it yet this is going to be where you discuss the contract process right? So you're going to find out that you're going to use their paper right? You're going to use the company's legal documents and that your stuff just going to fold in or they're going to say you know, maybe it's a small business or an individual that hasn't ever hired a designer before um and so you know they want you to drop the whole contract right? So you're going to figure that out I know that the project can still be negotiated this point right a negotiation is like a long process and maybe something's changed f...
or them in the last couple weeks that it's taken t get the project kind of two it's taking you guys to get to this place right? Maybe they lost money or they gained money or they realized that you know that they only wanted to hire you for a certain amount but through the negotiation they they really like you they trust you and they've come around to your point of view like, you know what we actually do need we do need stationary system were this law firm that we talked about before and we don't you know we thought we didn't way thought we didn't need letterhead but we but we really doson need to add that now um you're going to revisit the timeline because it's likely that the timeline that you put in is not not the real timeline anymore and then you're going to ensure that the terms are met right? So so whatever those terms, those upfront terms are like I want twenty five percent upfront or you know I need this that and the other thing to happen um you're going to make sure that that happens and that means talking to the procurement team or, you know, having the client issue you a cheque or or whatever that isthe um and make sure that your contract has been fully executed that means signed by both parties, right? Um and the last thing that you would do is organized a project kickoff so finally we can start doing the work instead of talking about doing work um for losing it's a bummer you lost it sucks it happens all the time like j p said don't get hung up on it you know, my mom used to say um something about men but but I'll say it about clients they're like buses and other one comes along every five minutes you know what I mean like don't get don't get hung up um just learned from that learn from it and move on right? But what you're going to do with the client is you're going to thank them for the opportunity you always think them no matter what and you're going to leave the door open for future business so just a couple of simple e mails for you guys about that you want to lose with class right? So back to steve and biscuit laboratories hello steve just a quick note to say thank you again for the opportunity to pitch on the biscuit laboratories business I'm sorry to hear we won't have the opportunity to work together on this particular project and we'll be cheering you on from the sidelines. I do hope you'll keep us in mind for any future opportunities we just love your food and would be thrilled to help you out on key brand initiatives so I'm thanking them for the opportunity I'm acknowledging the loss I'm wishing them well I'm leaving the door open and I'm reiterating my expertise right? I don't want to just do anything for you here's what I'm good at and here's what I want to d'oh for you in the last is contact information always but your contact information on dh that's it any last final thoughts that you really want our viewers that are tuning in from wherever they're at home to walk away with, oh, god, yeah, that you can do this, you can totally do it, it's it's. Not as daunting as it seems. I think you're easily going to get the hang of it. I think you know, there's, lots of sample content that we've gone through today, that you can use to copy and paste like j p saying, I totally do that all the time. Yeah, and and just someone once told me that antidote for fear is curiosity. So if you're scared or intimidated, just get curious about it and teach yourself that's great, thank you so much. Being here with us, that was awesome. Thank you to our studio members, thank you to you at home for watching. We'll see you next time here on creative life, thanks, thank you.
Proposals and contracts are an essential component of landing big contracts, but they can be a ton of work. Learn the efficient way to draft proposals and get insights of all aspects of getting paid in How to Design a Proposal with Arianna Orland.
Arianna has a thriving freelance business in San Francisco and in this class, she’ll give you the inside track on charging your your work.
You’ll dive deep into:
- Proposal and contract creation
- Resources for writing business documents
- Statements of Work (SOW)
You’ll find out what is important to include in your documents, what to leave out, and how long each one should really take.
It is crucial to get paid for your time – learn the right way to make that happen from Arianna Orland in How to Design a Proposal.