Customer Evaluation of Proposals

Bill Carmody explains that evaluating proposals is a process of elimination rather than selection. Clients aim to rule out unsuitable proposals by checking if they meet specific needs, timelines, and budgets. To avoid elimination, proposals should clearly address the client's requirements and assumptions. Understanding the client's perspective and doing thorough research are crucial for staying in the running for selection.

What is the primary approach evaluators use when assessing proposals?

• Choosing the cheapest proposal

• Comparing all proposals equally

• Eliminating unsuitable proposals

• Selecting the best proposal

Why is it important to align your proposal with the client's budget?

• To ensure you are not eliminated

• To impress the client with your flexibility

• To show you can work with any budget

• To avoid unnecessary negotiations

What should you do if your timeline differs from the client's expectations?

• Offer a discount for a longer timeline

• Understand the client's assumptions

• Submit your proposal anyway

• Ignore the client's timeline

How can you ensure your proposal is not eliminated early in the process?

• By using complex language

• By submitting multiple proposals

• By clearly understanding and addressing the client's needs

• By offering the lowest price

What is a key factor in making sure your proposal remains in consideration?

• Offering a longer timeline

• Understanding the client's assumptions and needs

• Having a flashy presentation

• Providing a generic solution