Yeah I agree with this. Dedicate 1 to 2 hours of focused work, fill it out, and move on.
This assumes that you're far enough along in the sales process that there's a high likelihood of close (you've already negotiated price and timeline), and the deal value should generally be five figures or above. This means it's worth your time.
Slightly risky hack: you can buy yourself some additional time by answering some questions with "Documentation will provided separately", and often times clients don't follow up to ask for it.
This assumes that you're far enough along in the sales process that there's a high likelihood of close (you've already negotiated price and timeline), and the deal value should generally be five figures or above. This means it's worth your time.
Slightly risky hack: you can buy yourself some additional time by answering some questions with "Documentation will provided separately", and often times clients don't follow up to ask for it.