Proposal Engine — Win More Deals

Turn discovery calls into winning proposals. Full lifecycle: qualify → scope → price → write → present → close.

When to Use

• Client says "send me a proposal"
• After a discovery call or meeting
• Responding to an RFP/RFI
• Creating a statement of work (SOW)
• Pricing a new project or retainer

1. Pre-Proposal Qualification (Don't Waste Time)

Before writing anything, score the opportunity:

BANT-Plus Framework

qualification:
  budget:
    score: 0-3  # 0=unknown, 1=below range, 2=in range, 3=confirmed+funded
    notes: ""
  authority:
    score: 0-3  # 0=no access, 1=influencer only, 2=decision maker involved, 3=signer in room
    notes: ""
  need:
    score: 0-3  # 0=nice-to-have, 1=want, 2=need, 3=urgent/painful
    notes: ""
  timeline:
    score: 0-3  # 0=someday, 1=this quarter, 2=this month, 3=this week/ASAP
    notes: ""
  competition:
    score: 0-3  # 0=3+ competitors, 1=2 competitors, 2=1 competitor, 3=sole source
    notes: ""
  champion:
    score: 0-3  # 0=no internal advocate, 1=passive, 2=active, 3=actively selling for you
    notes: ""
  total: 0     # Sum of all scores. Max=18

Decision matrix:

Disqualification Signals (Walk Away)

• They want a proposal before a real conversation
• "We're just getting quotes" (you're column fodder)
• No budget conversation allowed
• Decision maker won't attend any meeting
• Timeline is "whenever" with no urgency driver
• They want you to do unpaid strategy work in the proposal

2. Discovery Extraction

After a discovery call, extract these into structured notes: