Defeat The Flawed Proposal Excuse
Andrew had just received feedback on his proposal from a new prospect when I arrived. He had followed their instructions when submitting his proposal via their Excel spreadsheet, including the requirement to offer one specific price proposal. So he was surprised to learn that his proposal was considered to be too narrow and inflexible. Andrew’s prospect uses an Excel spreadsheet proposal process to make it faster and easier for them to compare the submitted proposals. …
