What You'll Learn
- Manage the complete proposal lifecycle end-to-end
- Master the post-proposal follow-up process
- Handle negotiations and revisions professionally
- Build a systematic proposal process that scales
Lesson 1 of 5• 10 min
Pre-Proposal: Discovery & Qualification
Don't Write Proposals for Everyone
The biggest waste of time in business development is writing proposals for unqualified leads. Learn to qualify first.
The BANT Qualification Framework
- Budget: Do they have the money? Ask: "What's your budget range for this project?"
- Authority: Are you talking to the decision-maker? Ask: "Who else is involved in this decision?"
- Need: Is this a real problem or curiosity? Ask: "What happens if you don't solve this?"
- Timeline: Is this happening soon? Ask: "When do you need this completed by?"
The Discovery Call
Before writing any proposal, have a 30-minute discovery call. This is where you gather the intelligence that makes your proposal shine:
- Their specific pain points (in their words)
- What they've tried before and why it failed
- Who the decision-makers are
- Their budget constraints
- Their ideal outcome
💡 Pro Tip: Take notes during discovery calls and paste key quotes directly into PitchPro360's project description. The AI will incorporate their language into the proposal, making it feel deeply personalized.