[webproducers] Re: Proposal question

--- Lee Semel <lsemel@xxxxxxxxxxxxxx> wrote:
> 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.  

While you can't give a price right away - you should be able to
indicate a range right away based on your experience. You may
want to do this pre-proposal to save time if you're out of their
range of "reality".

Something else important to keep in mind is that as a custom software
shop you may be up against other shops that offer off-the-shelf
solutions. So the off-the-shelf shop may come back with a quick
"here are X number of your requested features for this low fee,
but if want these other features we'll have to talk". To an uneducated
client who may or may not know what exactly they want, this can
seem to be the solution on the spot.

So as a custom shop you first have to explain the difference between
"off the rack" and bespoke. And when you're paying for bespoke, part of
what you are paying for is the measuring process itself - as where 
off the rack will always be cheaper but may not fit as well.

Quick Tip: Your boilerplate proposal should have a section that 
explains what a discovery/specification phase is and why it's important.
Then give a range for each requested feature set so they have 
a rough idea of what may be involved. Giving ranges may also
give you the freedom to suggest additional potential feature sets
which an off the shelf shop couldn't offer because they sell a
single widget.

Try to avoid the classic sin of custom software shops by
overestimating (i.e. writing a spec in advance) - it's always best to 
feel out a customer with a quick ballparks to see how they react. 
If they get sticker shock on the spot you may save yourself some 
wasted proposal writing.

One method for ballparking is to look at a requested feature and 
figure out how many days may be involved. Most programmers can 
quickly say "oh that's just two to three days" vs. "that's quite 
complex it's a week to a week and a half". Then put down the
full range even if it's very broad - but add a note that you need
more details to be specific. You need to make the client understand
that more complexity = time = money.



=====
Michael James Pinto | http://www.vm.com | http://www.anime.com 

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