Sales & Proposal
Purpose
This SOP defines the discovery call, scoping, proposal, contract, and pricing process. It ensures we qualify fit, scope clearly, and close engagements predictably.
Scope
| Context |
Applies to |
| All new engagements |
Growth system, funnel, web, automation, analytics, social |
Definitions
| Term |
Definition |
| Discovery |
Call to understand problem, context, fit |
| Scope |
Deliverables, timeline, exclusions |
| Proposal |
Documented offer: problem, approach, scope, pricing |
| LOI |
Letter of Intent; pre-contract commitment |
Procedure
1. Discovery Call
| Step |
Action |
| 1 |
Understand problem (verbatim language) |
| 2 |
Map current state: spend → outcome |
| 3 |
Assess fit per PRODUCT-CONTEXT |
| 4 |
Identify decision-makers and timeline |
| 5 |
Agree next steps (proposal, follow-up) |
2. Scoping
| Element |
Action |
| Problem |
One-line; client language |
| Approach |
How we’ll solve it; phases |
| Deliverables |
Clear list; in scope |
| Exclusions |
What we won’t do |
| Timeline |
Milestones; duration |
| Assumptions |
What we assume to be true |
3. Proposal
| Section |
Content |
| Front page |
Title, client, date |
| Executive summary |
Problem, recommendation, outcome |
| Approach |
Phases; key activities |
| Scope |
Deliverables; exclusions |
| Timeline |
Milestones |
| Investment |
Pricing; payment terms |
| Next steps |
How to proceed |
4. Contract & Pricing
| Item |
Action |
| Contract |
Standard terms; scope as SOW or annex |
| Pricing |
Per engagement type; currency per client geography |
| Payment |
Milestone-based or monthly; as agreed |
Roles & Responsibilities (RACI)
| Deliverable |
Sales Lead |
Client Lead |
Client |
| Discovery |
R |
A |
R |
| Scope document |
R |
A |
I |
| Proposal |
R |
A |
I |
| Contract |
R |
A |
A |
| Close |
R |
A |
A |
Fit Criteria
Per PRODUCT-CONTEXT:
- Founders/leadership at B2B SaaS, D2C, consulting
- Growth ceiling, fragmented tools, or multiple vendors
- Willing to do clarity before tactics
- Budget and timeline aligned to engagement type
Version & Approval
| Field |
Value |
| Last updated |
February 2025 |
| Approver |
— |