Proposal Management

Metadata

• Practice ID: SALES-PROP-01
• Status: Draft
• Version: 1.0
• Owner Role: Proposal Manager / Sales Lead
• Guild: GL02 Sales Guild

Purpose and Objectives

This practice defines how Calab.ai develops proposals, prices solutions, negotiates contracts, and manages approval workflows. It ensures high-quality, competitive proposals that accurately reflect solution scope, pricing, and terms.

Scope

In Scope

• Proposal development and writing
• Pricing strategy and quote generation
• Contract terms and negotiation
• Proposal approval workflows
• Proposal template management
• Proposal quality review
• Contract risk assessment

Out of Scope

• Opportunity qualification (owned by Sales Pipeline Management)
• Solution technical design (owned by Solution Engineering Management)
• Legal contract review (owned by Legal, when established)
• Project delivery (owned by Delivery Guild)

Interfaces

Dependencies (Practices We Depend On)

• Sales Pipeline Management - Qualified opportunities requiring proposals
• Solution Engineering Management - Technical solution design and scoping
• Financial Management - Pricing guidelines and margin requirements

Dependents (Practices That Depend On Us)

• Project Management - Proposals define project scope and constraints
• Solution Engineering Management - Proposal commitments inform solution design

Related Practices and Resources

Related Practices

• Sales Pipeline Management - Proposals support opportunity closure
• Solution Engineering Management - Technical input for proposals

Key Processes

• Proposal Development Process
• Pricing Approval Process
• Contract Negotiation Process
• Proposal Review Process

Key Templates

• Proposal Template
• Statement of Work (SOW) Template
• Pricing Sheet Template
• Contract Terms Template

KPIs and Success Signals

• KPI 1: Proposal win rate (Target: ≥40%)
• KPI 2: Proposal turnaround time (Target: ≤5 business days)
• KPI 3: Proposal margin (Target: ≥40% gross margin)
• Success Signal 1: High-quality, professional proposals
• Success Signal 2: Competitive pricing with healthy margins

Review Cadence

• Practice Review: Quarterly
• Artefact Review: Bi-annually (templates), As-needed (processes)
• Owner: Proposal Manager / Sales Lead

Change Log