This is usually good advice for any time you're selling a proposal. Your first attempt is going to be shot down. The more detail it has, the more ammunition t

This is usually good advice for any time you're selling a proposal. Your first attempt is going to be shot down. The more detail it has, the more ammunition there is to shoot it down. So build the minimum viable presentation that's going to trigger an emotional response and tease out the actual issues. Build the real proposal once you've triggered your customer into revealing what's actually on their mind.