by Ilise Benun
How many times have you submitted a proposal and then never heard from your prospect again? Or worse, learned that the project was awarded to someone else because your price was too high?
If either of these is a common occurrence, you’re probably wasting valuable time writing proposals you will never win. The only solution is to learn how to distinguish the viable prospects from the deadbeats before you agree to write anything. And that means you have to find out what the prospect’s budget is.
But that’s a problem, because either you’re afraid to ask, or you ask and the response you get is useless. Either way, you’re back to square one. That’s the moment to do something different. ...