Identifying Dead End Clients Early Can Save Businesses Time and Money, New Find the Edge Article Says

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Find the Edge expert panellist, Heather Townsend, explains why business development efforts that fail to bear fruits are the biggest waste of time in business in a Find the Edge article published today.

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'In many cases, the client isn’t actually interested in a formal proposal. A swiftly composed email, that details the key points, may be all they’re looking for to get things going

Businesses are wasting countless hours drafting formal proposals for clients who have no intention of paying for their services, a new Find the Edge article says.

Heather Townsend, a successful business coach and author, believes identifying clients who are unlikely to proceed at an early stage is the best way to avoid wasting time without losing business.

In the article, she discusses how obtaining some kind of commitment from the client is crucial to gauging their interest at an early stage.

She said: "When a potential client asks you for a proposal, they may simply be using it as an end-point to get you off the phone.

"Your company then wastes time and resources creating a proposal and following up, but they don’t call you back. Is this ringing any bells?

"The best way to combat this is to get some form of commitment before you agree to write the proposal for a client."

She recommends an agreement to receive an email that lists key thoughts about the proposal, and a follow-up telephone call.

Townsend also recommends ensuring the client can actually afford – and is willing to pay – the budget before investing time into writing a proposal. If they can afford it, she then warns against simply expecting the client to want a painstakingly drafted proposal.

She said: '"n many cases, the client isn’t actually interested in a formal proposal. A swiftly composed email, that details the key points, may be all they’re looking for to get things going.

"Before sitting down to draft the proposal, do check they actually want, or need a proposal to move things forward."

The article can be read in full here: http://www.findtheedge.co.uk/sales-marketing/sales/four-commercially-sound-reasons-not-to-write-a-proposal.

Heather Townsend is the author of an award winning book – 'The FT Guide to Business Networking' – and a business coach who has worked with a variety of business leaders from across the country. More about her can be read here: http://www.findtheedge.co.uk/expert-panelist/heather-townsend.

Kenny Goodman, founder of Find the Edge, said: "It's a bit of a cliché, but time really is money.

"Using Heather's tips to save time, that would otherwise have been wasted writing pointless proposals, is a strategy that can greatly boost productivity at any company."

Find the Edge is a website where readers can find the latest business news, ideas and insight.

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Kenny Goodman
Find the Edge
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