I wonder if anyone has anything they're willing to share about what's worked for them in writing successful proposals for agile / lean clients?
I find myself writing shorter and shorter proposals, because I'm just trying to write through what I know will happen. For example, I know we'll do one round of usability research, but then depending on the number and size of changes, we might implement changes in dev, or do another revision to the prototype.
Clients like it because it's pretty efficient (they only pay for what we know for sure they need), but it makes budgeting and planning hard for them.
For us, there's more overhead in proposal writing and obviously we have the same planning problem.
The only alternative I can think of is a more time-and-materials approach, but I always try to avoid proposals without something specific we'll be delivering (otherwise I feel like a huckster).
Anyone have an approach that minimizes the multiple proposal writing but also focuses your time and energy only and exactly on what's most important and efficient and that clients are comfortable and happy with?