How many hours have you spent on proposals? Do you feel powerless when you send it to the recipient? Do you really think they’ll read the entire thing?
I wish we could measure the amount of time customers spend reading the different pages of a 100 page proposal. No one has time to review all the information included. It’s still important, but most security professionals spend too little time on the most important section of any proposal: the executive summary.
The people making decisions don’t have time to look at every detail of every proposal, but they will read a well-developed executive summary. If it lays out the customer’s scenario and pain well, and provides an objective but crisp solution, they’ll inspect your entire proposal deeper.
How do you know if you’ve got a good executive summary? Simple – ask your boss or the highest level executive accessible to you to read it.
Ask them what they think… and be prepared for immediate, critical feedback.
