Issue link: https://htpgraphics.uberflip.com/i/392122
21 production will be more important and will require a more rapid response from you than a minor setback in new product development. The client is looking for evidence that you can solve the problem. You might be able to suggest lines of attack that may lead to success or, at the very least, eliminate certain potential causes. Easily the best way to instil confidence about your ability is to give examples of relevant work you have done in the past. When preparing for the first meeting, review past assignments to identify any appropriate aspects. Consider how you can best demonstrate that you understand the client's business. This includes looking at past employment experience and research projects. If the client has a very urgent need for assistance, or if the issue is quite clear-cut and the first meeting is sufficient to explain it completely, they may ask you to provide a proposal at this point. It would be more usual, however, for you to consider how you might best address the issue and then perhaps arrange a further meeting to discuss this. You may also need more information from the client in order to make progress. At some point this process of information exchange through meetings, e-mails, notes and telephone calls must culminate in a written proposal. Proposals The proposal should encapsulate substantially all of the preceding exchange of information, and it should not contain anything that will disturb the client, such as inappropriate timescales, the unexpected use of sub-contractors, etc. The proposal should confirm what has already been agreed. Remember that your proposal may be read by members of the client's staff who have had no involvement in the selling process – and this may include the person with final sign-off authority on the assignment. For this reason a proposal must be self-contained and comprehensive. It should also include your contact details. The proposal typically contains the following elements: Introduction – explaining how the proposal came about ('a series of meetings between ...') and giving the structure of the document. Background – showing your understanding of the client's business, clarifying the key issue/problem and its significance, and explaining who you are and your professional standing. Selling Section 4