QWERTY

EXPERTS
We Make It Happen!
 INTRODUCTION TO COMPANY &
DAY 1: JOB.

UPWORK FINDING & PITCHING A

DAY 2: RIGHT JOB.

DAY 3: CLOSING A CLIENT.

DAY 4: QUIZ, CASE STUDY & DISCUSSION.

TABLE OF
DAY 5: EMPLOYEE PRESENTATION & VIDEO
PITCHING. CONTENT
DAY 1.
 HELLO!
"Qwerty Experts, headquartered in Q-Tower, USA, is a global software development
leader with 100+ professionals and Pakistan operations. We specialize in custom
software, website development, and livestock logistics solutions, delivering client-
focused efficiency, satisfaction, and tailored results."
HR POLICIES
Annual Leave.
Probation, Contract & Trainee Policies.
Sick and Casual Leaves.
Work From Home (WFH).
Fuel Allowance.
Attendance.
Dress Code.
Harassment & Defamation.
Resignation.
Provident Fund.
Training and Development.
Travel Allowance.
Employee Loan.
Annual Trip.
DEPARTMENT ORGANOGRAM -
SALES PROCESS OVERVIEW
QWERTY NICHES
CMS Projects of all Nature
Shopify
Wordpress
Wix
Webflow

Full stack projects of following domains

Javascript
PHP
LLM

Industries - we are not industry specific but prefer

logistics, edtech, healthtech.
01.

JOB NATURE -
MBO APPROACH
RESPONSIBILITIES

JOB CONNECT
RESEARCH UTILIZATION

PROPOSAL CLIENT
WRITING ENGAGEMENT
 1. 2.
Jobs Identified. Proposals Sent.

KEY PERFORMANCE
INDICATORS
(KPI’S)
Response Rate. Connect to Response Ratio.

3. 4.
 WHAT A NORMAL DAY LOOKS LIKE?
A developer job is posted on Upwork for creating a fleet management system. The role of the BD Executive includes:

Confirm job relevance.

Understand Qwerty's fleet management offerings.
Write a clear, custom proposal showcasing relevant projects &
experience.
Create a compelling value proposition.
Submit proposal within limit & follow up for response.
02.

KEY RESPONSIBILITY AREA

(OBJECTIFIED)
 RESULTS-DRIVEN STRUCTURE

Objective Target Measure Timeline

Number of relevant jobs

Identify relevant jobs 20 jobs/day Daily
shortlisted

Write tailored proposals 10 proposals/day Number of proposals sent Daily

Maximize job relevance Response

Optimize connect usage Daily
per connect secured/connects used

Secure Response Min 3 response/day Number of response Daily

 SALES PROCESS OVERVIEW

Team Primary Responsibility Targets Measure of Success

Use a specific number of

Connects-to- response
Team 1: Find jobs, write custom connects effectively.
ratio.
Proposal Team proposals, and get responses. Achieve high response and
Responses secured.
meeting rates.

Conduct a set number of

Handle client meetings, meetings. Deals closed.
Team 2:
negotiate terms, and close
Sales Team Close deals worth a target Revenue generated.
sales.
revenue per month.

Ensure 100% timely delivery.

Manage project delivery, client Client retention rate.
Team 3: Achieve a percentage
retention, and upselling
Account Executives increase in upselling and Upsell revenue.
opportunities.
retention rates.
QWERTY EXPERT’S SALES WORKFLOW
THANK YOU!
DAY 2.
Basics of Bidding on
Upwork
Effective Bidding on Upwork:

1. Find projects matching your expertise

2. Read job descriptions carefully
3. Highlight relevant experience
4. Build trust through thoughtful communication & portfolio
5. Offer clear solutions & competitive rates
 UNDERSTANDING THE
CLIENT’S JOB POST
READ THE JOB
EVALUATE EVALUATE
DESCRIPTION
SUITABILITY CLIENT
CAREFULLY

Understand client needs,

Ensure the project aligns Ensure that client has a
budget, project scope,
with your expertise. legit spendings
and required skills.
 Evaluation criteria Check

It should not be generic

Existing proposals below 15

Avoid bidding on posts where the client has sent more than 2 invites

Do not bid on jobs where required qualifications do not match your profile
Evaluation Criteria
Ensure that the hourly rate aligns with or exceeds your rate ($25/hour)
for a Job (Check
For fixed-price jobs, confirm that the budget is over $200 for basic tasks (e.g., adding a new page).
List)
Don’t bid on jobs based in Asia unless the client has an exceptional budget history (at least $20k–$30k
spent previously)

Do not bid where clients request screen-sharing during work.

Avoid jobs related to alcohol, drugs, or dating websites.

Confirm you meet all preferred qualifications listed at the bottom of the job post.

Evaluation criteria for client Check

Avoid Clients with No Hire Rate:

Evaluation Criteria
for a Client
Do not bid on jobs from clients who have open postings with no hiring history (0% hire rate).
(Check List)
Check client recent history (Reviews)
ATTENTION TO DETAILS OF JOB -
INTEGRAL PART BEFORE WRITING A
PROPOSAL
Job Title.
Job Description
Skills Required.
Budget.
Project Type.
Client's Payment Verification.
Client’s Reviews and Ratings.
Job Posting Date.
Number of Proposals.
Preferred Freelancer Location.
DETAIL TO
FOCUS ON
Project Deadline.
Attachments Provided.
Required Experience Level.
Keywords in Description.
Client's Industry.
Special Instructions.
Time Zone Compatibility.
Client’s Feedback Style.
Additional Job Information.
 WRITING A PERFECT PROPOSAL

Personalize Every Proposal.

Address the Client by Name:
Reference the Job Post:

Start with a Strong Hook

Focus on the Client’s Needs
Highlight Relevant Experience
Be Clear and Concise
Include a Tailored Solution
Offer a Competitive Rate
Follow Instructions
End with a Strong Call to Action
Proofread Your Proposal
How to Achieve Maximum Personalization...

Address the Client Directly Use Their Keywords Personalize the Solution

Reference the Job Post Include Specific Examples Include a Personal Touch

Align Your Skills Mirror Their Tone Be Genuine

Understand Their Pain Points Highlight Shared Interests Keep It Client-Focused

 COMMON MISTAKES
Ignoring Client Reviews Spelling and Grammar Errors

Too Long or Too Short Unrealistic Promises

Lack of Call to Action (CTA) Generic Proposals

Rushing the Proposal Ignoring Client Instructions

Lack of Personalization Focusing on Yourself

Not Addressing Pain Points Overloading with Information

Overuse of Buzzwords Ignoring Budget Details

Lack of Confidence Not Highlighting Relevant Work

TIPS &TRICKS
Writing a Winning Proposal:

Address client by name (if mentioned)

Start with relevant portfolio to grab attention

Ask project questions

Outline approach for complex projects

Highlight relevant skills, expertise, and portfolio

Mention availability in client's time zone (if specified)

Include project highlights from previous work

Customize first paragraph to avoid copy-paste detection

Show understanding of client's needs and proposed solution

End with offer to discuss project in online meeting

 FIND PERFECT PORTFOLIO

Select Relevant Work.

Show Results.
Keep It Professional.
Tailor to the Job.
Provide Context.
Add Links or Attachments.
Maintain Privacy.
Keep It Updated.
GETTING RESPONSE & FOLLOW UPS

Wait 2-3 Days

Be Brief and Polite

Reference the Job

Use Upwork Messaging

Limit to Two Follow-Ups

Dont apply on job post
with more than 10
proposals

Apply on job post with

less than 10
proposals
Hire rate 0% with Hire rate Not 0% with
open jobs (Dont only 1 open job
Apply) (Apply)

Check the
Hire rate and
open jobs
Incorrect Proposal Example 1
COVER LETTER

Incorrect Proposal Example 2

COVER LETTER
Correct Proposal Example 1

Correct Proposal Example 2

DAY 3.
How It Works & SOPs
1. Schedule & prepare
2. Ask questions to understand goals, challenges, & expectations
3. Qualify lead based on budget, scope, & expertise
4. Document key takeaways
5. Decide to proceed or decline

DISCOVERY
Tips & Tricks
1. Research client's business
2. Listen more than speak
3. Use open-ended questions
4. Summarize client's needs
CALL & LEAD
5. Follow up with personalized email
QUALIFICATION
Things to Avoid
1. Entering call unprepared
2. Talking too much about services
3. Disqualifying leads
4. Pressuring for immediate decisions
5. Failing to document or follow up
How It Works & SOPs
1. Discuss project details
2. Address concerns
3. Finalize contract
4. Share onboarding materials
5. Set up communication

Tips & Tricks NEGOTIATION &

CLIENT
1. Be flexible but firm
2. Use clear language
3. Provide a welcome guide
4. Schedule a kickoff meeting
ONBOARDING
Things to Avoid
1. Undervaluing work with steep discounts
2. No written agreements
3. Unclear roles and responsibilities
4. Disorganized onboarding
5. Poor communication after the deal
How It Works & SOPs
1. Deliver high-quality results
2. Maintain regular communication
3. Identify additional services or products
4. Propose upselling opportunities
5. Measure client satisfaction

Tips & Tricks

RETENTION &
1. Set up recurring check-ins
2. Use client feedback for improvement & upselling
3. Offer exclusive deals for repeat clients
4. Focus on long-term value
5. Showcase case studies & results
UPSALES
Things to Avoid
1. Neglecting communication after delivery
2. Forcing upsales without understanding needs
3. Failing to track client satisfaction
4. Taking loyalty for granted
5. Overcomplicating upselling offers
CMS & FULL STACK
 CMS & FULL STACK

Content Management System (CMS)

1. Create, manage, and edit websites without technical skills.
2. Develop websites without writing code.
3. Integrates with AI web builders for simplified development.
4. Manages content, user interactions, and feedback.

Full Stack Development

1. Works on front-end and back-end of applications.
2. Uses JavaScript for dynamic user interfaces and server-side logic.
3. Integrates LLMs for intelligent features like chatbots and
personalized experiences.
4. Creates comprehensive, scalable, and AI-enhanced applications.
THANK YOU!
DAY 4.
QUIZ TEST
45 MINS
QUIZ DISCUSSION
45 MINS
PROPOSAL WRITING TEST
1 HR 30 MIN
PROPOSAL DISCUSSION
45 MINS
THANK YOU!
DAY 5.
PRESENTATION
3 HRS
 TIPS & TRICKS
VIDEO PITCHING
THANK YOU!