Hosts:

• Brian Miller: Executive Director of Coach Approach Ministries (CAM)
• Chad Hall: President of Coach Approach Ministries

Episode Summary: This episode dives into the art of creating effective proposals, especially in the context of coaching and consulting. Brian and Chad share their experiences, insights, and practical advice on how to develop and present proposals that build relationships, clarify needs, and set the foundation for successful client engagements.

Key Discussion Points 1. Before the Proposal: Building Connections

• Networking: The process starts with mutual awareness—connecting through networking and early conversations.
• Exploratory Conversations: Dive into understanding the client’s needs without pitching. Focus on what’s working, what’s challenging, and what success looks like for them.
• Reframing Problems: Help clients articulate their challenges and see them from a fresh perspective, often creating clarity for both parties.

2. Crafting the Proposal

• Structure and Simplicity: Most proposals are concise, often a single page. The format:
  • Overview of the problem.
  • Proposed solution.
  • Clear pricing (hourly, day rates, or project-based).
• Customization vs. Standardization: While rates are standardized, the solutions are tailored to the client’s specific needs.

3. Presenting the Proposal

• Engage the Decision-Maker: Avoid intermediaries like HR (unless necessary for large organizations). Aim to speak directly with those who have the authority to approve.
• Meet in Person or Virtually: Alan Weiss (author of Million Dollar Proposals) advocates for reviewing proposals directly with decision-makers to ensure clarity and alignment.
• Reflective Listening in Proposals: Clients should recognize their needs and words within the proposal—demonstrating understanding and listening.

4. Types of Client Relationships

• End-of-Month Billing: Hourly coaching billed at the end of each month based on usage.
• Retainer Agreements: Offers clients flexibility and access, often leading to more integrated partnerships.

5. Special Considerations

• Dysfunctional Decision-Making: Be cautious of organizations with unclear decision-making processes; these can hinder progress.
• Adjusting to Client Readiness: Start small if needed; getting in the door often leads to larger opportunities.

Pro Tips from the Episode:

1. Keep It Simple: Avoid jargon; make proposals clear and understandable.
2. Be Relational, Not Transactional: Focus on partnership rather than one-off projects.
3. Adapt to Complexity: Tailor your approach based on the project’s scope and the client’s decision-making style.

Resources Mentioned:

• Million Dollar Proposals by Alan Weiss.

Want to Start Your Coaching Journey? Visit coachapproachministries.org for tools, resources, and guidance.

See You Next Week!