Recommended proposal structure
Situation
Restate the business problem and why it matters in the client’s language.Objective
Define the decision or outcome the engagement is intended to enable.Scope
Specify the process, team, geography, systems and stakeholders included.Method
Explain how you will collect evidence, analyse the current state, validate findings and develop recommendations.Deliverables
List tangible outputs such as:- current-state understanding;
- validated findings;
- prioritised opportunity backlog;
- value assumptions;
- implementation roadmap;
- executive readout.
Responsibilities
Separate consultant responsibilities from client responsibilities, including data access, stakeholder availability and approvals.Timeline
Use clear phases and client dependencies.Fee and payment
State price, taxes, payment schedule and any deposit.Assumptions and exclusions
Make them explicit before the work starts.Next step
State exactly how the client accepts and what happens after acceptance.Proposal test
A senior buyer should be able to answer in two minutes:- What problem are we solving?
- What will happen?
- What will we receive?
- What do you need from us?
- How long will it take?
- What will it cost?
SOW versus proposal
The proposal sells the engagement. The SOW defines the contracted delivery detail. Depending on the client, these may be combined or sit under a broader MSA.Contract material in this hub is educational, not jurisdiction-specific legal advice. Use qualified legal advice where appropriate.