Do you need to prepare a proposal for a web project and don’t know where to start? Building a website can be like building a house. What are the project parameters before you start bidding? Do you know the scope of work beforehand?
How much time and resources do you invest in preparing a proposal?
Rebecca’s on her own and needs to learn how to prepare proposals to win jobs. Ongoing series w/ Rebecca Heinemann. This is episode 3 in the series.
CraftWell Studios
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00:07 How do I structure my proposals and estimates for web and branding projects?
01:23 How do you create an estimate for a website, without all the details?
02:00 How do I answer an RFP? – Request for Proposal
03:28 It’s nearly impossible to build a project when you don’t know the scope of work.
04:06 Charge clients for strategy/discovery up front, to determine what their needs are and to define the scope of work
08:35 How do you make a good impression on a client – Comfortable, Knowledgeable, Rapport, Easy to work with
10:20 Pay attention to the subliminal signals you send and gut feelings that you have.
10:57 How do you schedule a follow-up call with a client after the first meeting?
11:59 Create an Agenda: Know what questions that you need to be answered, before you leave a meeting
12:40 Roleplay – Client Call – Setting an Agenda
14:03 How do I deal with clients who do not know what they want?
16:09 Have the courage to say what’s on your mind
17:04 Just Ask: We feel that we can’t be fully transparent.
19:16 Talk to people like a real human being
19:23 Having a meeting, means that you are already qualified
20:15 Give a loose price range based on certain aspects of the projects.
21:25 Anyone who gives a bid without a real discussion/research is giving them a bogus bid.
22:27 Trust is built with thorough diagnostics
24:23 It’s irresponsible to provide a bid with no context
24:56 Get to the number / project budget really fast
25:37 What questions do you ask to qualify your leads? Budget, Timeline, Project type, Creative Fit, Personality Fit
27:38 How we prevent bad clients and filter out bad matches
29:45 You can’t rest on your laurels, and expect work/leads to come in.
31:07 When a client insists that you put together a proposal without enough details
32:50 Only build proposals with levels of increasing engagement and time investment from the client
35:00 How do I make a full proposal?
36:56 Summary & Outro
Book References
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Influence – Robert Cialdini
Win Without Pitching Manifesto – Blair Enns
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That was great, thanks guys.
For pro bono web design should you have a contract and if so what should it include?
Great job, really great job
So what is included in a proposal and do you charge money for the proposal? To give the client a price you need to know more information, but not everything because that’s a part of the strategy that you actually ask money for. How to deal with that?
nice episode
At 12:16 I think the tips are from the book of 'Kevin Hogan' The Psychology Of Persuasion.
I'm in the same position as Rebecca.
Best thing to do is to offer x money for proposal after fact finding meeting and budget set then to offer to deduct that from the project once they sign
Don't know how many jobs i have taken to later regret after ignoring my gut about some clients, esp the old feature creep !
This is real good.
The best advice here is to listen to your gut. Respect yourself and your work. Follow that advice and you will be profitable and secure. Your client will get a better fit or no fit if he/she is an **s. I have clients I love and unfortunately some I have fired.
this is a really stupid question but a sincere one………. I never understood how a client would pay for a discovery phase …. why would they spend 10 thousand or so discovery and perhaps get a price tag they dont like in the end anyway ? isn't it better to give the client a detailed questionnaire so you can give them a solid price upfront and retain them ? ……… forgive my ignorance but I think discovery phase without a set price would deter a lot of customers …… looking forward to your response 🙂
This channel has to get some kind of award if it hasn't already🏅 so much valuable knowledge.
Chris Do, I immediately went and bought The Perfect Proposal after this, as I'm struggling with turning in a proposal. This video really helped me a lot. THANK YOU!
Thumbs up. Absolutely great content.
i love your videos! but the theme music watch out man! =)
7:28 A question I often have, The client wants an estimate, you don't have enough information and getting requirements/project planning/estimating.drafting proposal would take substantial time you should be paid for… you propose that activity as an initial billable phase…
How do you price that? Hourly rate for time you think all that will take? Percentage of client-stated budget (or some ballpark budget we can come up with)? What percentage? For example, some assume 1/4 or 1/3 budget of a project goes to analysis and design. How do we get to a number for this phase?
You guys are not only helping, you are bringing more value to the business, showing how important it is!
I think Chris might be my spirit animal… Totally joking, kindred spirit would be a better word. One of the best episodes I have seen thus far! Thank you for sharing your wisdom, everyday! Btw, proposals have been on my mind. My first reaction was, What?! I have to do proposals on top of everything else?!” I don’t do proposals, I do a discovery phase, which is prepaid, and then I determine project scope, and budget. If the client agrees, I close the deal and send a letter of agreement. When the deposit has cleared, I move forward with work. Now, I am learning how to determine scope better… 🙌😆🙏😍
I have been trying my best to contact Rebecca on her website, social media but there is no response from her… I made this video for her company https://vimeo.com/294927375
Very valuable video for any size firm. Lots and lots of nuances and insights for creatives. Well done.
Found this channel a couple months ago and have seen many videos that caught my interest but this series and conversation really connected to me. I have many ideas but practicing the art of conversation and providing value is where I am going to start. Thank you!
First, great episode and I'm glad I found this episode. I have a question about asking clients for budget. I have no problem asking the client for their budget, but a lot of times they don't want to say it until I can give them a ball park price that can go anywhere from this amount to that amount. I do all I can to make them feel comfortable to tell me whats their budget, but sometimes, it just doesn't work that way. What is the best approach to getting the client to say their budget when they resist to do it? Thank you and look forward to reading your advice.
1:42 'IM BATMAN'
I ship them.
This is absolutely what i need to hear. Thank you. Do you have an episode or website where you dive into your list of 'dealbreaker' red-flag checklist that you mentioned in this episode? I've taken a beating by not seeing the red-flags before.
22:00 🔝👌
no followup episode?? barely discussed the actual proposal.
When is the next episode about this topics ?
She so sweet and talented. I'm learning so much more! Thanks for sharing 😁
Hi Chris and Rebecca, thank you so much for teaching us different to dealing with client. I have two questions: 1, How do I approach a potential client for web design or branding? 2, How do I approach the budget subject if I approached the client?
Ran! You run! Thanks!
I love every point that was addressed and the transparency was so fluid that it really did make the cloudiness disappear. Thanks for shining that light on us
This whole interview is absolute GOLD, but that last 8 mins about "winning without pitching is FLAME!!!
Absolutely awesome points!
When I ran a coaching business I HAD to learn the art of rapport, asking questions and asking questions that I was scared of asking. Great training for when I kicked off my web business and so many people give feedback that they appreciate the questions that we ask and have them really dig deep into their needs.
I also love to concept of charging upfront strategy work rather than just deep diving into "redoing a website" for the sake of it.