<aside> 📋 Frequency: Trigger-Based | Time: 60 min | Trigger: When a diagnostic call results in a "yes, send a proposal"

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A verbal yes at the end of a diagnostic call has a shelf life of about 72 hours. Every day between that conversation and a proposal in the prospect's inbox is a day the urgency leaks out and competing priorities move in. This SOP converts the diagnostic call outcome into a delivered proposal and SOW within one business day — while the constraint is still fresh and the prospect is still bought in.

Prerequisites

• Diagnostic call notes — the prospect's primary constraint, stated goals, and any specifics they shared about their situation
• Capacity confirmed from your Weekly Pipeline Review — do not build a proposal for a start date you cannot honor
• Engagement type and fee decided before opening any skill — the proposal reflects a decision already made, not a decision in progress
• The prospect's record in your pipeline tracker updated to reflect the diagnostic call outcome

Procedure

1. Run the Proposal Builder skill with the prospect's primary constraint, diagnostic call notes, engagement type, and proposed fee as input. Review the output — the proposal should read like a written confirmation of the diagnostic call conversation, not a new pitch.
2. Edit the proposal draft for accuracy and specificity. Confirm the situation framing reflects what the prospect actually said. Every factual detail about their situation should be traceable to your call notes. Generic proposals lose deals at this stage.
3. If the prospect expressed hesitation about the fee during the diagnostic call, run the Value Justification Brief skill with the constraint, proposed fee, and expected outcomes as input. Use the output to strengthen the ROI framing in the proposal body before it goes out.
4. Run the SOW Generator skill with the approved proposal scope, engagement type, timeline, fee, and payment terms as input. Review every line of the output for accuracy — the SOW is the binding document.
5. Send the proposal with the SOW attached within one business day of the diagnostic call. Include a clear next step — a decision deadline or a scheduled follow-up call. "Let me know what you think" is not a next step.
6. Update the prospect's pipeline record with the proposal sent date and a follow-up trigger 5 business days out. If no response arrives by the trigger date, run the Follow-Up Sequence Activation SOP. If the prospect signs, trigger the New Client Intake Process SOP.

Expected Outcome

You'll have a complete proposal and SOW sent to the prospect within one business day of the diagnostic call, the pipeline record updated with the send date and a follow-up trigger, and a defined next step in place for both parties.

<aside> ⚠️ Common mistakes:

— Waiting more than two days to send the proposal. The diagnostic call created urgency. Every day of delay dissipates it. A proposal that lands a week later competes with a prospect who has already moved on mentally.

— Sending the proposal without a defined next step. "Let me know what you think" produces indefinite silence. Every proposal needs either a decision deadline or a scheduled call to review it — otherwise you have no follow-up trigger and no close path.

— Building the proposal before confirming capacity. A signed SOW for a start date you cannot honor is worse than no proposal at all. Check your capacity before the proposal goes out, not after it comes back signed.

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