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Section 11 · Proposals
Proposals & Contracts: close more, get paid faster, protect yourself
A great proposal closes deals. A great contract prevents lawsuits.
Freelance
Consulting
Agency
Why it works
The proposal is your final sales pitch. The contract is your legal shield.
Connects to
Freelance
Consulting
Agency
When to use it
Send a proposal after every qualified discovery call. Sign a contract before every paid hour.
When NOT to use it
Don't send a proposal without first qualifying budget, timeline, and decision-maker.
How to use it
- Proposal structure: Outcome → Scope → Timeline → Pricing → Next Step.
- Always include 3 pricing options (good / better / best). Anchors increase close rate.
- Contract must include: scope, deliverables, timeline, revisions, payment terms, IP, termination, kill fee.
- Use e-signature (DocuSign, HelloSign). Verbal agreements don't survive disputes.
- Invoice on milestones (50/50 or 33/33/33) — not on completion.
Examples
Payment terms
Net 14 standard. Late fee 1.5%/month. Stop work clause at 30 days overdue.
Kill fee
If client cancels mid-project, 30-50% of remaining fee due immediately.