8. Proposal development & Negotiating

Set expectations with customers on what

you are promising to deliver to generate profitable business

1. Understanding of customer’s objective

2. Execution plan with milestones3. Outline responsibilities4. List of deliverables5. Costs6. Payment schedule & terms7. Refund policy

Document their current situation Specify their end goal post the project Mention key metrics they will

measure to determine success

Customer responsibilities Vendor responsibilities

1. Single point of contact for requirements

2. How quickly will they need to respond to queries

3. Access to servers, systems, data as required

1. Service level for issues and escalation processes

2. Resource availability schedule

3. Documentation of systems and processes for client

1. Budget for travel and expenses as appropriate

2. Make sure you account for service tax

3. Specify number of units (resource hours or software pricing schedule)

Specify rate of interest charged in cases of delayed payment

Suggest discounts

for early payment (1-2%) The Accounts Payable Network, 2010

Ensure services are non-refundable For products, offer max of 15% of cost in

services

1. Ask for something in return always when your customer negotiates a term

2. For any payment negotiation, you can

ask customer to be a reference3. Include project initiation based

on successful Proof-of-Concepts

8. Proposal development & Negotiating