Honesty in Messaging
It is acceptable to promise an unbuilt feature if your team can develop it after the contract is signed.
false
What does HIPAA regulate?
Patient data privacy and security
True or False – Using a fabricated testimonial is acceptable if it strengthens your pitch.
false
Client asks for a feature that does not exist yet. How would you respond?
“I’d acknowledge it doesn’t exist yet, share our roadmap priorities, and explore interim alternatives or feasibility before committing.”
One word you associate with ethics in sales?
Integrity
Honesty
Trust
Transparency
What is one risk of overpromising in your proposal messaging?
Loss of trust, delivery failure, reputational damage
Name one compliance consideration in healthcare proposals.
Data residency, patient consent, audit trails, etc.
What does ethical storytelling mean in proposals?
Using real data, verified results, approved client stories
Your competitor misrepresents facts to the client. Do you counter them directly?
“Address it ethically by focusing on clarifying your solution’s strengths and facts, without directly attacking the competitor.”
Share an example of ethical decision-making from your work.
Please...
Share an example of how honest messaging builds credibility in client relationships.
Your experience !!!
What legal risks arise if a proposal ignores regulatory requirements?
Legal risks: Fines, penalties, contract termination, and potential lawsuits for non-compliance with regulations.
Give an example of unethical storytelling.
All yours :-)
You discover an error in your proposal that benefits your pricing. Do you reveal it?
“Yes. Reveal it immediately to maintain integrity and client trust, even if it impacts pricing advantage.”
What is one change you will make to ensure ethics in your proposals?
Yes.. go for it!!!
You realise mid-pitch that a claim made on a proposal slide about implementation speed is inaccurate. The client hasn't noticed yet. Do you correct it immediately, clarify later, or let it pass? Why?
Correct it immediately.
Why? Maintaining trust and credibility is critical; hiding inaccuracies risks reputation damage if discovered later.
A client in the EU requests patient analytics dashboards using aggregated data. Your standard solution stores data outside the EU. What compliance considerations do you need to address in your proposal?
Confirm data is fully anonymised under GDPR.
Address EU data residency requirements if any re-identification is possible.
State lawful transfer mechanisms (SCCs/BCRs) if storing outside EU.
Offer EU-only hosting as an option to ensure compliance.
You realise mid-pitch that a claim on implementation speed is inaccurate. Do you correct it immediately, clarify later, or let it pass? Why?
Correct it immediately to maintain credibility; delaying or ignoring risks trust loss if discovered later.
Competitor solution has security limitations they didn’t disclose. Would you highlight it?
Yes, ethically highlight it by focusing on your solution’s strengths and security advantages, without attacking them directly.
Reflect on compromising truth under pressure. What would you do differently now?
Maintain honesty even under pressure to protect credibility and client trust.
Your team’s proposal includes a future feature described as “available soon.” Engineering says it’s on the roadmap but has no committed timeline. How would you rephrase this in your proposal to remain honest yet persuasive?
“Planned for future roadmap; timeline to be confirmed based on prioritisation.”
This is honest yet shows commitment without overpromising.
During proposal drafting, you realise the data integration plan violates local consent laws. Your team suggests adding a footnote disclaiming compliance responsibility. What are the risks of this approach and what would you do instead?
Risks: Legal liability, client mistrust, potential fines for non-compliance.
Better approach: Flag the issue immediately, propose a compliant alternative, and ensure the solution aligns with local consent laws before submission.
Proposal says “available soon” for a feature with no committed timeline. How would you rephrase it?
State honestly: “Planned for future roadmap; timeline under evaluation” to avoid misleading the client.
Client asks informally for a free enhancement as proposal condition. Someone suggests adding it quietly. What are the risks, and your decision?
Risks: Scope creep, delivery delays, loss of revenue integrity.
Decision: Decline or formally include it as a scoped item with impact clarified.
One proactive step to ensure ethics in proposals before submission?
Implement a final ethical compliance check in the proposal review process.