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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