[webproducers] Proposal question

Hi,

We often get potential clients who submit RFPs with long wish lists of
desired features and ill-defined requirements.  The client then asks for
itemized prices for implementing each one.  So what they're asking for is
\for us to do all the strategic work, all the analysis work, and to specify
and design the system, for free, as part of the RFP response.   

Obviously this isn't possible, and the client needs to be educated.  Often,
we propose a short phase where we work with them to nail down their
requirements, do the strategic work, and design the system, but often the
client doesn't see a need for this and can't understand why we can't give
them a price right away.  

Have any of you encountered this problem, and how have you dealt with it?  

Lee Semel
http://www.innofinity.com 

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