The Dreaded Proposal: How to Minimize the Pain of Doing One (Or Possibly Avoiding One Altogether) and Ensure Winning the Busines
from Public Relations Society of America (PRSA) - Boston Chapter
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Thursday, May 29, 2008, 12:00pm - 2:00pm
In our profession, we are frequently called upon by prospects or through RFP to present a proposal - often a time-consuming task that results in frustration. Many times, prospects are looking for recommendations from us on what they should do and/or they do not have a budget. Also, it's usually difficult to determine whether a prospect is serious about hiring a public relations consultant or just looking. The many concerns about doing proposals include:
- How can I position myself as a knowledgeable and effective consultant without giving away strategy and ideas?
- How can I get the prospect to provide me with a budget on which I can propose a program?
- How can I create a proposal without investing too much time and energy yet still win the business?
This program will be a discussion lead and facilitated by Kate Hyland-Mercer of Business Concepts Inc., a business and executive coaching firm based in Marlborough. Kate specializes in helping "solo-preneurs" with optimizing their business performance and inspiring them to assert more control in new business relations. Kate will share her thoughts and ideas on:
- How to get the prospect to provide a budget and better articulate their needs and how they will make their decision;
- How to avoid doing a proposal to begin with (learning the power of "no");
- How to minimize the time spent on proposals;
- How to get prospects to provide the information you need to minimize the time/energy investment and develop an effective proposal;
- And, most importantly, how you can position and present yourself to ensure you win the business.
All "Soles" are invited to come and share their experiences (what's worked/what hasn't) and any thoughts and ideas related to new business proposals.
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