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Mod 2 - Closing a project

Proposal & Negotiation

You don’t get what you deserve, you get what you negotiate.

Chester L. Karrass

What we’ll cover:

How to send a proposal

Negotiation & closing

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The goal of the proposal:

Sum up the discussion (problem/ solution)

Align expectations

Set deadlines on milestones

Define the terms

A good proposal will help the client make a good decision

Structure of a good proposal

(which are basically sales elements)

Overview & goals

Why the client should be working with you

Package & Pricing

Project timeline

What’s next?

Terms of the deal

Important: You never want to surprise your client in the proposal - things like budget, timeline and other elements should be discussed before you send out the proposal.

Proposal example:

Minimal:

Overview

Talk about their problem, the solution you provide, as well as the goal or end results you’ll be helping them with and which deliverables.

Why me

Explain why you’re excited working for them as well as your experience

Process & Cost

List & describe the deliverables and pricing.

Optional: add a paragraph stating that if the client decides to change the name or scope of the project in the middle of the process, it may cause delays and add extra effort and costs.

Strategy

Creative Branding

Storytelling Deck

Discount (optional)

Only if you’ve discussed this before.

Milestones

List the projects that will be included

What’s next

How will they be able to reach out to you and when will you send the invoice/payment.

Terms

Rules that you create in order to be working with you so include such as: payment structure, how to pay, how many rounds of revisions, additional revisions, new components, right to add the project to your portfolio (and when you’d be able to do that i.e. after the brand identity is announced), what you need from them, intellectual property and usage rights, and refund policy.

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Should you break down the price?

Imagine you’re going to a pizza restaurant - does it make sense for the restaurant to tell you each and every ingredient as well as methods to you in order for you understand the price?

It only makes sense to mention pricing when:

The sum is greater than parts

Selling “add ons”

Selling services seperately

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Proposal tools

Custom designed PDF via Adobe InDesign or XD, Figma, Canva

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Hellosign⁠

Docusign⁠

- legally binding in most countries

Dedicated tools:

Dubsado⁠

Better Proposals⁠

Honeybook⁠

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Negotiation:

Everyone negotiates - expect everyone to discuss this with you

It’s all about alternatives - make sure you have a lot of upper-hands from your side

If they ask for a concession - you can also ask them as well, make sure it’s a win-win situation “how can I give you what you want and still be happy and I can have something in return personally.”

Don’t take this personally

Deal and get familiar with the uncomfortable feeling

Negotiation resources:

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https://www.goodbooks.io/books/secrets-of-power-negotiating⁠

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https://www.goodbooks.io/books/influence⁠

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Objections

Objections are normally coming from a situation where:

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The problem is not painful enough

It’s not clear you’re the best one to solve it

How to handle these objections:

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Keep diagnosing the problem

Articulate your value

If they don’t have money...

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Reduce the scope

Re-consider if you want this project

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Closing

Ask to get your proposal signed (use deadlines)

Get a down-payment

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Summary

Don’t leave surprises to the proposal - make sure it’s aligned

Make sure you’re explicit about what is/ isn’t included

Expect to negotiate

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