Win the Contract

Pre-Session Questionnaire

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Welcome! Your answers here let us skip the background and go straight to strategy in our 90 minutes together. Be as candid and specific as you can, everything you share is confidential. This takes about 20 minutes, and it's worth every one of them.

Name*

First Last

Email*

Part One: The Opportunity

1. Describe the opportunity in a few sentences. Who is the prospective client (individual, team, or organization), and what would you be engaged to do?*

2. What is the scope and investment of the engagement as proposed? Duration, format, fee, and any options or tiers you've presented.*

3. What would winning this contract mean for you and your business? Beyond revenue: think positioning, confidence, referrals, the story it lets you tell.*

Part Two: The Decision Maker(s)

4. Who makes this decision and who influences it? Names, roles, and your read on each person. Is there anyone deciding whom you haven't met?*

5. What does the decision maker most want to achieve? In their words if possible. What outcome are they truly buying?*

6. What do they risk by saying yes and what do they risk by saying no? Budget scrutiny, internal politics, past experiences with coaches or consultants, the cost of the problem continuing.*

Part Three: The Story So Far

7. Walk me through the conversations to date. How did this opportunity begin, what meetings have happened, and what was said in the most recent one?*

8. What moments felt strongest where did you sense genuine alignment?*

9. Where did you sense hesitation, and what do you believe sits underneath it?*

10. What exactly did you propose, and how was it delivered? Please attach or paste your proposal if you have one, and note whether it was sent, presented live, or both.*

Part Four: The Landscape

11. Who or what are you competing with? Other coaches or firms, an internal option, or the quiet competitor: doing nothing at all.*

12. What is their timeline for deciding and what's driving it? A board meeting, a budget cycle, a leadership transition, or no stated deadline.*

13. What objections do you anticipate, spoken or unspoken? Price, timing, "we need to think about it," seniority questions: list the main objections you can imagine hearing.*

Part Five: You

14. On a scale of 1–10, how confident do you feel about winning this and what would move that number up by two?*

15. Is there anything about this opportunity you haven't said out loud to anyone yet? A worry, a hunch, a hope. This is often where the winning strategy hides.*

Thank you! Please return this at least 24 hours before your session. Then arrive ready to leave with a complete plan to win the contract.