Proposal Now or Loop Back to Value?
Decide whether a proposal request represents true stage progress.
During a demo with Cedar Health, the operations lead says, “This looks interesting. Can you send a proposal?” The rep still has not met finance, does not know approval steps, and has not agreed what the proposal would need to address. MID-FUNNEL DECISION What is the strongest next move? Send a generic proposal quickly so momentum is not lost. Weak. Speed feels helpful, but a generic proposal usually hides missing qualification and lowers proposal-to-close conversion. Thank them, then confirm success criteria, stakeholders, and a review call before sending anything. Best. This uses the request as an opening to tighten readiness…
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