A FIXED-PRICE ENGAGEMENT · CONVERSION & PROPOSALS
Improve Your Conversion from Prospect to Client
You’re getting good prospects through the door. Not enough of them are becoming clients. This is a short, fixed-price engagement that builds your complete conversion process: discovery questions that uncover what your work is worth to each prospect, a value calculator that turns those answers into credible numbers, and proposals built around the client’s return rather than a list of services.
Fixed price from £2,950 + VAT. Three to four weeks, start to finish.
THE PROBLEM
Does This Sound Familiar?
The pattern shows up in almost every service business we work with. Lead generation is doing its job. The gap is between the first conversation and the signed client.
Good Prospects, Not Enough Clients
Enquiries and referrals arrive steadily, but the conversion rate means targets get missed. More marketing won’t fix it, because the leak is further down the funnel.
Proposals Describe the Service, Not the Return
Your proposals list what you’ll do, because that’s what you know inside out. But the prospect is buying an outcome, and nothing in the document puts a number on it for them.
Every Proposal Starts from a Blank Page
There’s no standard route from conversation to numbers, so each proposal is built from scratch and the value case rests on assertion rather than figures.
Research Eats Delivery Time
Preparing properly for each prospect takes an hour you don’t have, so calls happen underprepared and qualification suffers.
THE WORK
What We Build Together
Five pieces that work as one process, from first call to signed proposal.
01
The Discovery Framework
A structured set of questions for your first and second conversations, designed to draw out the prospect’s real intent and the commercial value of solving their problem. What is a new customer worth to them? What does staying as they are cost them?
02
The Value Calculator
A simple tool that turns the discovery answers into three scenarios for the prospect: conservative, realistic and optimistic. Each shows the return on their investment in your work, in their own numbers. Built to err on the conservative side, because that’s the version prospects believe.
03
The Proposal Format
A reusable structure that opens with the prospect’s opportunity and the three scenarios, then shows how you deliver it. The service detail moves to the back. We build it around a live opportunity in your pipeline, so you finish with a real proposal rather than a template.
04
The Prospect Research Tool
An automated research assistant that produces a briefing on any prospect before you speak to them: their business, their market and the questions worth asking. Ten minutes of preparation instead of an hour, done the same way every time.
05
Packaging Recommendations
A view on how your services could be shaped into standard packages, so prospects have a clear way in at different levels and you’re not scoping from a blank page each time.
THE PROCESS
How We’d Work
A three to four week, fixed-price engagement, built alongside you rather than delivered at you.
WEEK 1
Kick-off and Discovery Design
A working session, in person or remote, to map your current sales conversations, agree the live opportunity we’ll build around, and draft the discovery questions together. You start using them straight away.
WEEK 2
Build
The value calculator, the proposal format and the prospect research tool take shape, with check-ins as each lands. You test the research tool on real prospects in your pipeline.
WEEK 3
Embed
A closing working session where we run a real prospect through the full process end to end: research briefing, discovery questions, calculator, proposal. We adjust anything that doesn’t feel natural and agree the packaging recommendations.
I don’t hand over a document and disappear. The closing session is a working session, and I’m on the end of the phone when your first value-led proposal goes out.
THE NUMBERS
Every engagement starts with the same conservative arithmetic we’ll build into your own calculator. What is a new client worth to you over their first year? How many sales conversations do you have to work with? What would one, two or three additional wins contribute?
In most service businesses a single additional client covers the fee two to three times over in their first year, and because service clients tend to stay for years, every client won keeps contributing well beyond that. We agree the assumptions together at kick-off, erring on the cautious side, so the business case stands up before we start.
This thinking sits on the same foundation as value-based pricing. If you’d like a quick read on where your own pricing stands first, the free Pricing Health Check takes a few minutes.
INVESTMENT
Investment
From £2,950 + VAT
Fixed price, scoped to the size of your business at the discovery call. No day rates. A fixed price means you know exactly where you stand, and it’s my job to manage the time. Payment is 50% on inception and 50% on completion, with all sessions, the build and the tools included.
THE VALUE GUARANTEE
Committed to the outcome, not the activity.
If, for any reason, you’re not happy with what’s been delivered, the second payment is waived. It has never been needed, but it’s there to demonstrate commitment to the outcome rather than the activity.
WHAT CLIENTS SAY
“We were competing in a commoditised market where we found ourselves racing to the bottom on projects. His guidance and support uncovered various opportunities that meant we now compete in a market of one and set our own prices. His insight has been invaluable, highly recommend.”
Niall Heaton
Founder, Securilix
Ready to Win More of the Prospects You’re Already Getting?
Book a 30-minute discovery call and we’ll look at your current conversion picture together. No obligation, and you’ll leave with at least one thing you can change straight away.
FAQS
Frequently Asked Questions
How long does the engagement take?
Three to four weeks from kick-off to the closing session, depending on diaries. The process is typically in place and being used on live prospects before the engagement ends.
Do I need a live opportunity in the pipeline?
It helps. We build the proposal format around a real prospect wherever possible, so you finish with a genuine proposal rather than a template. If there’s nothing live at kick-off, we use a recent opportunity instead.
Is this only for agencies?
No. The process works for any service business where new clients come through sales conversations: MSPs, IT providers, agencies, consultancies and professional services firms.
What if my prospect numbers are low?
The engagement focuses on converting the conversations you already have, and it makes each one count for more. If lead flow is the bigger constraint, we’ll tell you that at the discovery call rather than sell you the wrong fix.