8. Proposal development & Negotiating
Set expectations with customers on what
you are promising to deliver to generate profitable business
1. Understanding of customer’s objective
2. Execution plan with milestones3. Outline responsibilities4. List of deliverables5. Costs6. Payment schedule & terms7. Refund policy
Document their current situation Specify their end goal post the project Mention key metrics they will
measure to determine success
Customer responsibilities Vendor responsibilities
1. Single point of contact for requirements
2. How quickly will they need to respond to queries
3. Access to servers, systems, data as required
1. Service level for issues and escalation processes
2. Resource availability schedule
3. Documentation of systems and processes for client
1. Budget for travel and expenses as appropriate
2. Make sure you account for service tax
3. Specify number of units (resource hours or software pricing schedule)
Specify rate of interest charged in cases of delayed payment
Suggest discounts
for early payment (1-2%) The Accounts Payable Network, 2010
Ensure services are non-refundable For products, offer max of 15% of cost in
services
1. Ask for something in return always when your customer negotiates a term
2. For any payment negotiation, you can
ask customer to be a reference3. Include project initiation based
on successful Proof-of-Concepts
8. Proposal development & Negotiating