The proposal mistake that kills deals (and how to fix it)
Welcome to the Dojo!
Dubai. Germany. Japan. Malaysia.
Over the past week, I had four “Ask Feras” conversations with four people who all want to start something of their own. Different paths. Different ideas. Different levels of readiness.
Some were recently laid off. Others were exploring consulting or new ventures. Different industries, different constraints, different skill sets—but the same underlying questions: “Is now the right time? Am I prepared? What’s the smartest next step?”
What struck me most wasn’t how different their situations were—but how universal the challenges felt. No two entrepreneurial paths are the same, and no guru has the one blueprint. What does help is a map—shared by those who’ve walked the road before—that helps you adapt to where you are, what you know, and what you need to learn next.
That’s what I’ve been reflecting on this week.
PS. I’m roasting (gently) sales pitches and proposals on my livestream. To be included, send me one of your pitches or proposals before Tuesday (you and your client will stay fully anonymous).
On the Mat
- Let’s Train: Templatize This. Personalize That. (Most Consultants Get It Wrong)
- Ask Feras: “A job and start my own business?”
- Sharpen the Blade: How to write winning consulting proposals in 2026 (full article)
Let's Train
Templatize This. Personalize That. (Most Consultants Get It Wrong)
One of the biggest proposal mistakes I see?
Consultants copy & paste a template, swap in the client’s name, and hit send.
It looks polished but reads empty.
And in 2026, buyers can smell templates a mile away.
You should templatize parts of your proposal — just not the parts that matter most.
Templatize (to save time):
- Your structure (the core sections you always include)
- Your visual style and formatting
- Your legal language: terms, payment blocks, signature page
These pieces should be repeatable and consistent.
Personalize (to win deals):
- The intro and summary — speak to their goals
- The problem statement — mirror their language
- Deliverables, pricing, and milestones — built for their reality
- Your approach — tied to their constraints and timeline
A proposal should make the client think:
“This was created for me.” Not “This was copied for me.”
Pro Tip:
Context matters more than ever.
When I once pitched a healthcare organization and referred to their customers instead of patients, I nearly lost a $150K deal. The contact literally said, “If you don’t use our language, my bosses will toss this immediately.”
Templates are great.
Templates without context kill deals.
Ask Feras Recap
🔥 The Challenge
"I’m torn between looking for a job and starting my own business. What should I do?”
🛠️ What I Told Him
There’s no single right answer—only tradeoffs. Some people land a job and start something on the side, using the paycheck to reduce financial pressure while they test ideas and build confidence. That can be a very smart, disciplined transition.
Others go all in. It’s scarier, no doubt—but it often creates a different level of focus and urgency. When your attention isn’t split, decisions get sharper, learning accelerates, and momentum builds faster.
The key isn’t which path you choose. It’s being honest about your risk tolerance, financial runway, and ability to stay focused. Both paths can work—what matters is committing fully to the one you choose.
Sharpen the Blade
On the heels of releasing my most in-depth video to date — The Ultimate Guide to Writing Proposals That Close Clients in 2026 — I published a full companion article on my website. It breaks down the entire proposal system in a clear, skimmable format, with examples, checklists, templates, and the same AI tools I use in my own consulting work. If you want a written reference you can revisit anytime, this is it.
Here’s the article.
And here’s the video.
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