Now that you have described the problems and challenges your client faces, the next step is to outline your proposed solution.
If The Client Has Not Given You The Scope Of Work
If a client has provided you with a RFP, it is likely the have included a “scope of work.” A scope of work outlines the tasks you are to complete.
If the client has not provided a scope, it’s up to you to do so.
Sit down and think this through. What steps are you going to take to get the client to the positive outcome we described in our Project Understanding?
Write down each task you will complete. There isn’t just one or two. There should be several. Be very specific.
Also, describe the deliverable for each task. A deliverable is what you will give the client after the task is complete.
For example, the first task might be a kick-off meeting with the client. This might be a one hour meeting so the client can get to know the team. Plus, the team can ask question or get clarification on the client’s objectives.
The deliverable for a kick off meeting is likely “meeting minutes” that someone on your team will record.
Each solution is different, so nobody can write this scope for you. That’s because only you know what you are willing and able to provide a client.
If The Client Has Provided A Scope
If the client has provided a scope of work, you need to provide an “Approach.”
An approach is not:
- What tasks you will do
- A description of your experience or why you are so great.
An approach describes the “how” and “why” for the tasks the client has provided.
It’s best to start out your approach by describing your general philosophy when it comes to providing these services.
For example, if you design websites, your general philosophy might be that websites should be:
- Easy for the average person to update
- Built on an established open source CMS so they can be redesigned easier later.
- Optimized to show up on the first page of Google for at least one key term
- Optimized to load the first byte within a second
Next, you will go through the scope of work provided by the client. For each task, describe how you will do the task and why you will do it that way.
For example, let’s say the first task of a client’s scope is:
“Provide recommendations for a new Client Relationship Management System.”
Well, how are you going to do that?
There is a lot you might not know. Are they already using a CRM? What do they want to accomplish using this CRM? What is their budget? Do they prefer to host this system internally?
To accomplish this task, you’ll first have to gather some information from them. Describe how you’ll do that. Will it be a survey? Will it be a face to face meeting or phone call?
Then describe the advantages of gathering information this way. Maybe sending them an online survey is best because the client is very busy and won’t have time to meet. Maybe a face-to-face meeting is better because their answers might lead to more questions and you don’t want to make them meet twice for this task.
If the client has not provided deliverables, you will have to define the deliverable for each task. In the CRM example, the deliverable might be a list of three suitable CRM options compared by price and features. This might also include your recommended CRM and reasoning for this selection.