How to write executive coaching proposals that close engagements

Please enjoy a recording of our Masterclass about how to write executive coaching proposals that close engagements. Many certified executive coaches make mistakes throughout the business development cycle. One is that they spend far too much time proposing to prospects that will never buy from them. If you seek executive coaching certification, you should join an organization that teaches you best practice coaching competencies and ALSO how to establish a successful practice. The video that follows shows you an approach that works very well and that more successful leadership and executive coaches (and consultants for that matter) rely on to close engagements.

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Here is an executive summary:

  • First and foremost: Never write a proposal unless the client writes it with you. Otherwise, you will be trying to read their mind.
  • Second: Ask the client, “If I summarize this for you in a couple of pages and it fits what we discussed, what happens next?” If they don’t say they will move forward, you don’t need to take more time writing the proposal.
  • Cover the following with the client BEFORE submitting a written proposal, to be sure they are on board:
    • One: why?
      • Problem?
      • Outcomes from the coaching?
      • Benefits if addressed?
    • Two: budget?
      • What is the client willing to invest?
      • Process to get funding.
      • Who else is involved?
    • Three: scope?
      • Start and end?
      • Frequency of meetings?
      • Assessments included?
      • Other delivery modalities, for instance, facilitation or team coaching?
    • Four: terms.
      • Confidentiality
      • Payment
      • Cancellation
      • Other client responsibilities
    • Five: acceptance.
      • If I write this up and it reflects what I want, what happens next?
      • If client disagrees no need to move forward.
      • As almost every sales book ever written advises, “Close before you propose.”
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