Here’s a scenario you’ll recognise.
You’ve put in a proposal (or an estimate or a quote — call it what you will) and you’re waiting to hear back from the client. You wait and you wait and you wait. Silence. Not even an acknowledgement that the proposal has been received. You wait some more. Finally, you’re worn into submission. You contact the client. What happens next varies. The business may happen or it may not. Either way, you’ve had a frustrating wait.
What can we do to avoid this? In fact, let’s go one step further. How can we turn the time between submitting a proposal and receiving (or chasing) an answer to our advantage? Continue reading