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A business proposal from a consultant to a prospective client is not an exploration or a negotiation. It is a summation of conceptual agreement reached in person and recorded in the proposal. If you don’t have that prior agreement with a true buyer, then your success rate is going to be minuscule and your fees are going to be too low even if the buyer agrees to do business with you.

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Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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