Sublime

OKR shepherd to

I mentioned in Chapter 2, the prize frame—or prizing—let’s you position yourself as the most important party in the deal, not the people on the other side of the table.

Discovery Scoping Economic Buyer Meeting Validation Event Business Case and Final Proposal Negotiate and Close

I have been fortunate enough to have struck gold enough times to document these frameworks and have gotten “lightning to strike twice.” I have put the steps and components of those frameworks in a logical and digestible format so they are actually useful. Today. Like now. I’m giving you action. Instead

If you’d like the exact proposal templates I use to land clients, go to MikeKim.com/store. You can purchase my client intake form, official proposal template, one-page proposal (great for repeat clients), client testimonial form, and my high-ticket “pedigree” page—a hidden page (password protected) that outlines the biggest projects I’ve done but

My idea/product is a [new idea or product category] That provides [key problem/solution features]. Unlike [the competing product]. My idea/product is [describe key features].

To be truly free of the pitch we must change the tone of these meetings with our prospective clients and move from the presenter/complier role to that of the expert practitioner. This we do as a doctor or lawyer would, through conversation and collaboration and not through presentation.