Finding enough time is always a challenge. Although you can help yourself by pricing appropriately and valuing your time. There's no easy, silver bullet to pre

Finding enough time is always a challenge. Although you can help yourself by pricing appropriately and valuing your time. There's no easy, silver bullet to presenting a customer with a customized view of their problem. The approach I take, which seems to work reasonably well, especially for someone who is not a sales guy, is to start with a few templates for common projects. These include examples of how I think the project might go, which encourages me to ask questions to make sure I can fill in the particulars for that client. Then, TAKE DETAILED NOTES when you talk to the prospect. Things that seem vivid during the discussion may be hazy the next day, week, or month when you sit down to write the proposal. Then you can take those notes, and plug them into your template, and you have as close to the best of the both worlds (convenience and efficiency of a template, effectiveness of targeting the customer very specifically).