Winning work
Follow-up, proposals, pipeline and tenders, for firms that win work through referrals and written proposals.
Everything in Winning work
Follow-up schedule
Ten follow-up steps for an enquiry, a first call and a sent proposal: when each one goes, and what it adds, so nothing reads as chasing.
The bid or no-bid decision for small expert firms
How a small consulting or training firm makes the bid or no-bid decision: seven red flags, five scored factors, a worked example, and how to write faster.
How to follow up on a proposal without chasing
How to follow up on a proposal: agree the next step before you send, add something each time the client goes quiet, and record why you won or lost.
Lead response time for consulting firms: what to aim for
Lead response time for consulting firms: what the research measured, why a same-day reply from a person is the target, and four steps to make it hold.
Bid or no-bid checklist
A scored decision, in about fifteen minutes, on whether a tender or a proposal request is worth answering.
Pipeline template
A simple pipeline for an expert firm with no CRM.
Proposal outline
A short proposal that confirms what you agreed on the call.
Weekly review agenda
A fixed 30-minute meeting each week that keeps every opportunity moving.
The follow-up scorecard
Fifteen questions on how your firm handles enquiries, follow-up and proposals. A score out of 45 and one fix for each part.
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