today’s bissett bullet: “in writing a proposal for a potential client, it serves us to remember that they want us to help them create history more than record it.”
by martin bissett
because we are so used to providing compliance work, we are used to looking in the rear-view mirror. our prospective client, however, wants to look out of the windshield to where we are going. so, let us make sure that our proposals represent a forward-looking view more than they do a historical-looking view. the prospective client takes the recording of the past as a given. they want to know where they are going with us in charge.
today’s to-do:
today the action point is this. before a meeting with a prospective client, make sure that our agenda is future-focused, not historically focused.
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