Issue link: https://htpgraphics.uberflip.com/i/392122
24 A Gantt chart (see Section 5. p27) is frequently helpful in clarifying timescales, and may well be included in the proposal. Again, the client will expect you to stay within your specified timescale. Credentials – as your proposal may be read by individuals with whom you have had no previous contact, it is important to give details of your track record in the field. You should use this opportunity to illustrate your familiarity with the client's line of business (e.g. through your employment or consulting experience) and to give case studies of similar work and, where appropriate, details of any referees. Terms of Business – attach these to your proposal. Specifying what terms you should use is beyond the scope of this Guide, but your solicitor or institution's relevant organisation will be able to advise you. Some of the important issues that you may encounter when dealing with contractual matters are in Section 6 which covers risk management considerations. Confidentiality You should assume that your discussions with the client during and after the selling process are confidential. You may be asked to sign a formal confidentiality agreement at some point. You may wish to take legal advice on this matter. Unfortunately, clients sometimes produce such agreements for signature without warning at the start of meetings. If this happens, you will have to use your discretion, but you should certainly never sign an agreement that you have not read and understood. Occasionally, the client may ask you to sign confidentiality agreements on a personal basis as well as on behalf of your corporate entity, i.e. you may be asked to become a party to the agreement. Doing so may make you personally liable in the event of a breach of confidentiality, and in some circumstances could prevent you from sharing information with other members of your project team. You may also not be authorised to sign on behalf of your institution. Finally, note that research institutions and their staff are generally regarded with some suspicion when it comes to issues of confidentiality. There are three reasons for this. Firstly, most research is undertaken with a view to publication. Secondly, the ethos of research emphasises the free exchange of information. Finally, research institutions are open organisations in which Selling Section 4