The playbook
Proposal Follow-up: Checklist
Use this proposal follow-up checklist before a new release, a handoff, or a scheduled review. Its purpose is to verify the decisions that affect open proposals with an agreed next action. Check an actual customer or opportunity record; a box marked complete without evidence does not show that the customer journey works.
Put the task in context
Ask whether the proposal answers the agreed requirements and who still needs to review it. Offer to clarify a particular scope or cost question. Keep the expected decision date based on the buyer's process rather than an arbitrary pressure tactic.
Before you use the checklist
Name the exact item being checked and its purpose. Gather proposal, question, decision owner, next date. If one of those details is unknown, mark it as unknown and assign a way to resolve it. An invented value makes the checklist look complete while weakening every later decision.
Working checklist
| Check | Evidence to keep | Responsible role |
|---|---|---|
| Confirm receipt and identify outstanding questions | A dated observation showing how proposal was verified | sales operations lead |
| Review scope pricing and decision stakeholders | A dated observation showing how question was verified | record owner |
| Agree on a realistic decision date or next meeting | A dated observation showing how decision owner was verified | sales manager |
Check the failure path
- Look specifically for this failure: sending repeated status requests with no useful context.
- Address a specific unresolved concern and clarify the next step. Record the actual correction, not just the intention to make it.
- Repeat the affected task after the correction and check next date.
- Make sure the next owner can find the decision and supporting evidence.
Use three outcomes for each check
Mark an item as complete only when the expected behavior or information has been observed. Mark it as incomplete when a required condition is absent. Use not applicable when the condition genuinely does not belong to the chosen scope, and write a short reason. These states keep a review useful without forcing every process into an identical mold.
For example, if the check is “Confirm receipt and identify outstanding questions,” a meeting about the subject is not the evidence itself. Retain the relevant proposal and question, the decision made from them, and the result of checking that decision. The record should allow someone who missed the meeting to understand what changed.
Decide what must be resolved first
An incomplete item that prevents help buyers evaluate an open proposal without losing context deserves attention before a cosmetic improvement. Assign an owner and a next action to that issue. Keep optional refinements visible, but do not let them obscure a failure in the core process.
Close the review
Recheck corrected items and note anything still uncertain. The checklist is finished when the next owner understands what was verified and what remains open. Follow open proposals with an agreed next action using a consistent definition so later reviews can connect execution quality with useful results.
Distinguish a person, an organization, and an opportunity. One contact can participate in several buying decisions, and one company can have several contacts. Keep identifiers and relationships clear when reviewing counts or moving records.
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