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Chapter 11. Client-focused proposals > Handling client questions

Handling client questions

To identify all questions that the client might have:

  • List any questions that the client provides. Clearly, you can list these kinds of questions only if the proposal is solicited. You need to make sure that you list every question the client has provided, particularly on an RFP. Even if the proposal is not a response to an RFP, if the proposal is solicited, there will be some guidelines offered by the client.

    Keep in mind that it is important to address every requirement on an RFP, even if you feel that a particular request is unnecessary. The client will be evaluating your proposal based on how responsive you are to their needs, and they will want to have an answer to all the questions.

  • Brainstorm questions not explicitly identified. Brainstorming is an effective way to create a list of questions the client might have that they have not yet identified. During brainstorming, possible questions are listed, without judging whether they are appropriate or not. It is important during brainstorming that you be as open as possible to a variety of ideas, whether you are brainstorming alone or in a group. A question that might seem silly or impractical at first could prove to be a serious inquiry later by the client.

    Remember, you want to provide a proposal that is customized to the client, with the client’s needs as the focus. Anticipating their questions and answering them in your proposal will emphasize the effort you have taken to understand the client’s situation and create a solution that meets their needs completely.


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