Full SOP document

Proposal Discipline SOP

Protect margin and credibility by pricing after scope is understood.

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Owner

Founder / Sales

Cadence

Before every proposal.

Trigger

A qualified company asks for an annual program proposal.

Output Count

3 operating outputs

Inputs

  • Readiness plan
  • Employee count
  • Sessions
  • Locations
  • Instructor requirements
  • Travel
  • Reporting scope

Procedure

  • Separate delivery scope from administrative scope.
  • Estimate instructor cost, travel, certification/card handling, admin time, reporting and renewal management.
  • Identify what is included, excluded and requiring professional review.
  • Choose Foundation, Multi-Site or Enterprise only after unit economics are defensible.
  • State pricing as a configurable annual program, not a universal public promise.
  • Define decision options: proceed, stakeholder meeting, revised scope, nurture or no fit.

QA Gates

  • Gross margin reviewed
  • Owner hours estimated
  • Scope boundaries included
  • Payment terms clear

Metrics

  • Proposal close rate
  • Gross margin
  • Sales cycle length
  • Scope-change rate

Failure Modes

  • Underpriced custom complexity
  • No exclusion list
  • Proposal resembles a class quote

Outputs

  • Proposal
  • Pricing worksheet
  • Scope boundary notes