Do you scope new work properly?

SCOPING FUTURE WORK

Do you scope new work properly?' Always try to hold a scoping meeting or at worst a phone call before you pitch. Don't assume you know what the prospect wants. Set your own agenda aside and ask questions. Listen and use their answers to inform your next question. Listen for clues and pick up on them. The outcome - you learn and are clearer whether or not to pitch for the work. If you do, your proposal will be much better informed. You have developed the relationship.