New consultants often treat sales and delivery as separate stages, but they're one continuous system. Define three things in every sales conversation and proposal: what work you'll do, when it happens, and what the client must do. This alignment prevents confusion and increases project success.
Most new consultants think that the delivery starts when the contract is signed. It doesn't. What you say in your sales conversations, what you include in your proposal, and how you actually deliver the work, those are not 3 separate things. That is one continuous system. Your conversations and your proposal should clearly lay out what you're going to do, when you're going to do it, and what the client needs to do on their end.
