Standard steps in responding to Request for Proposal

First paragraph about why we're qualified

keep it short

modules we maintain on Drupal.org

CiviCRM implementation

the work plan for getting the work done- that is the process that we go through

preliminary analysis, requirements gathering, then we create statement of work

talk about myagaric project management

Resolution

Matt Westgate says:

Stop Selling Drupal and start selling:

• Your Kick-ass team
• Your Process
• Your Strategy (your vision, their needs, how they will come to know what they need)
• Your values - what sets you apart? Lullabot: inspire & empower, be human, kick ass, have fun

"I don't care about the Drupal stuff, how many modules you have, i want to hear stories about how you helped a client with a problem, how you helped them win"

Have the conversation the client really wants or needs -- which does not usually begin with Drupal