Is pursuing that project worth the effort?

It’s a money-making (and saving) Monday.

Have you ever considered how much it costs you to pursue a client before an agreement is signed and before the actual project begins? Consider the following to save time and money and avoid frustration:

- Determine the average number of meetings – including phone meetings – it takes before you sign an agreement. Can the number be reduced?

- Ask your prospect if they are qualifying other professionals for the job. If they are, ask for names and research your competition so you can position yourself as the best candidate.

- Prepare a list of questions to determine if your prospect is really ready to begin their project.

- Explore ways to win the project without providing work product (sketches, cost estimates, etc.) before signing an agreement.

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