Once you have clarified the requirements for the project, you should submit a proposal in writing to your potential client. Make it concise and easy to read. Have it represent you well. This will be one of the things you will be judged on. Sometimes you will have to submit a preliminary proposal before you have your initial meeting with the client. If that is the case, prepare a proposal with all the info listed below based on what you know so far, but leave the Fees and Timelines section blank until you have sufficient data to adequately scope the project.
Topics to include in your proposal:
Refer to the more detailed Killer Proposals tips as you develop proposals for a potential client.
Once you have completed the proposal, call the client and request a face-to-face meeting to present the proposal. You may also offer to send it in advance so the client has an opportunity to review it carefully and develop questions for discussion.
If you send the proposal without benefit of a face-to-face meeting, call the client within a couple of days to see if there are any remaining questions they need answered before making their decision. Whether you have submitted the proposal in person or not, always ask what the next steps are and when they think the decision will be made.
Be wary of submitting a "fixed price" proposal. Clients have a way of requesting enhancements and changes and making it seem like the requests are all included in the original cost. You can provide an estimate of hours for completion, but let them know you will bill them for all work done. This will help prevent "feature creep". While a "fixed price" structure is a more solid indication that you are an independent contractor than an employee (see "Establishing yourself as an independent contractor"), you have to weigh the potential of being abused by indecisive or unscrupulous clients.
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