Blueprint | 07 Building an Impact Proposal

B L U E P R I N T BUILDING AN IMPACT PROPOSAL Impact Proposal The impact proposal provides a trade-off between the impact your client is going to experience compared to the investment in money and people they are making. Step 1. Obtain the decision criteria and the impact of each criterium on a client’s business. As you have obtained these in a discovery call and/or stakeholder meeting it is important that you provide the impact and the pricing in a few steps. Step 2. Make sure that when a client asks for pricing, you offer a range of “what similar customers like them end up spending.” It is important that the mentioned reference customer is relevant to the client. You immediately confirm the price range provided in an email. Step 3. Follow this up with a detailed proposal. Over the years we’ve seen great success by jointly creating this proposal with my clients. I spin up a template, invite them via a shared link to join, and start editing/customizing it to their needs. During the creation, the client often asks questionS which helps build a deeper understanding of what is needed. Step 4. When the client was fully engaged in the creation of the document, the review can be as simple as an agreement on terms. Not even trading is needed. However, not all clients have the ability or interest to work together on an impact proposal. In those cases, you have to schedule a review of the proposal with the client team and step them through it. Impact proposals need to be written in such a way that it helps your internal champion sell internally.