Carbon-Based Resistance: How to Roll Out Your New Productivity Tool

Ancient Chinese philosopher Lao Tzu wrote, “Life is a series of natural and spontaneous changes. Don’t resist them. That only creates sorrow.”

Wise words, but, unless your office is staffed entirely by Zen masters, you will encounter resistance—and maybe even sorrow—as you introduce new software and processes to your company. When people are asked to change, they can become defensive and protective of their time, especially at work where routines have been established – no matter how ...

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Strategies for Accurate Estimates

Although estimates are a staple of any solid proposal, they can be the source of numerous headaches. Depending on the scope of the project, preparing potential costs can be tedious and time-consuming. Furthermore, if your initial estimates prove to be inaccurate, a previously professional relationship with a client might turn sour.

Yet, with the right tools, listing costs can be a stress-free part of any proposal. Here are a few strategies for creating precise estimates:

Decide how ...

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What Is a Deliverable?

In my last blog, I wrote about the importance of setting the scope of a project. This week, I’d like to focus on what “deliverables” are, why to include them in any proposal, and the importance of being specific when defining them. By being clear and upfront about what deliverables you can offer, your client will know from the beginning what items they’ll be able to keep. You’ll also avoid losing out on profits if a client demands ...

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When (and How) to Include Exclusions in Proposals

In my last post, I described how to set clear expectations in the scope of services section of your proposal. Expectations can be further clarified in the “exclusions” portion, in which you describe to your client what you aren’t going to do. Sounds a little weird in a proposal, right? However, exclusions are just another opportunity to have a conversation with potential clients about their needs and expectations.

What are “exclusions”?

In the scope ...

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Setting the Proposal Scope


In my last blog post, I provided an overall view of the elements of a proposal and how having a clear, accurate proposal can guard against scope creep. Now, I am going to zoom in on crafting individual parts of the proposal. In this post I will focus on the scope of services portion of the proposal. In the coming weeks, you can also expect detailed advice on setting exclusions, defining deliverables, and preparing estimates.

Set Clear ...

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Elements of a Strong Proposal


Scope, Deliverables, and Profitability


Have you ever completed a project only to have the client call you and ask why there aren’t stakes driven into the corners of their property. Weren’t they also supposed to get hard copies of those CAD drawings? Don’t they get to keep the photos you took with your drone? In full color? Now you are going back and forth, and your costs are creeping up. You might start giving away valuable deliverables ...

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