A lot of business development folks (not to forget marketing and sales teams) keep putting out proposals based on what they hear from prospects. It uses an approach based on understanding the needs of the client and this methodology got very popular with the B2B organizations
a few years ago
. Nothing wrong with understanding the needs of the client. Assuming you have the correct decision maker and they have the right set of problems (of course that you specialize in solving) and more importantly, they can afford to pay you, the consultative selling process creates a huge problem that no one addresses. Once you leave them the proposal, now they can go and shop the market for a cheaper price.
This makes me want to ask the following questions:
Were you sure you got the right decision maker?
Did they truly understand the prospects decision making process?
Was the problem big enough to be solved now? Was it a priority?
How do you avoid wasting so much time, effort and energy before producing long proposals that don't get you any business (you were too expensive, or we will think it over)
How do you produce revenue?