Smaller Steps to Bigger Business
If you’re ever involved in putting together proposals for internal or external customers, keep in mind the value of small steps. You may have a wonderful master plan for how your team can add massive value, but it’s wasted if it sounds too complex or too expensive. That’s why it’s so helpful to suggest a phased in approach. Phase one and two are the essential products/services that get the project done with some post project support. Give a single group price for those first two phases. Then explain that, providing they are pleased with the first two phases, then phase three and four – briefly described – would also be available as a follow-on. Don’t include any price on phase three and four at this stage. This approach gives customers a sense that they are making progress – even if in small steps – without over committing.
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