3 Phases

1. Discovery

Engaging with Potential and Existing Clients to explore opportunities to work together

• Explore clients problems, situations and questions
• Identify the services that will solve their problems
• Needs to be quick, do not give away all your answers
• Initiates the beginning of the production phase
• Efficiently set up meetings and take “orders” from clients

2. Proposal

Converting the Lead into a paid Client

• Take “orders” collected by Client Manager and processing them into a paid engagement
• Produce Proposals & Engagements
• Turn the proposal into an easily accepted workflow for the Production Team
• Client should be able to easily accept proposal and

3. Production

Producing and Delivering the work for the Client

Separation of duties

• No one does the work unless there is an Engagement in place, whether or not its a paid gig = Liability management
• Production team only works on jobs that result from accepted proposals