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Selling the Engagement
Rules for Selling the Engagement
Rule 5: Prepare complete and denitive proposals, contracts, and engagement
work plans that evaluate and accommodate engagement risks for both the pro-
vider and the client, so the client knows what can be expected in terms of scope,
work plan, schedule, deliverables, and cost.
DEFINING SERVICES TO BE DELIVERED
This chapter focuses on a number of aspects related to selling professional services.
The concept of internal discipline and control (IDC) presented in Chapter2 extends
to the process of selling services as well. We have learned that the more disciplined
we are in dening the serv ...