[webproducers] Re: We're so cool you should work for free!(WILL SOMEBODY SHOOT ME NOW!)

A few months ago I attended one of John Federico's Free Agent Forums where 
sales experts let us in on some of their secrets for closing deals and getting 
paid, sometimes 100% up front.  I happened to get a call
from one of the participants a couple of weeks ago asking me about email 
marketing.  As we chatted, I mentioned that I was working on a fairly big 
"proposal"  and that I had two more to deliver that week.  He
immediately reminded me that one NEVER submits a proposal.  It is always a 
"Statement of Work."  And, it never exceeds three (3) pages, regardless of the 
project or client.

I've taken that to heart.  I just submitted a "Statement of Work" to a Fortune 
400 company after a short series of conference calls which represented a first 
hurdle in the review process.  Two pages.  I've been
asked to come to their headquarters in Houston to meet with senior executives 
and discuss an email marketing program for their 350 sales executives.  By the 
way, my competition was "a recognized industry leader"
whose two year contract will not be renewed.

I do not give specifics in a Statement of Work.  I talk about what I will do, a 
schedule, elements of the project, qualifications of the team, and the cost.  
They're either interested or not. If they are
interested, they ask how soon can we start and can they execute a formal 
agreement with specifics spelled out.

I've worked too long and too hard to give away ideas in a proposal.  That's 
what I get paid for!

The other very important piece of information I took away from that seminar was 
delivered by an incredibly obnoxious, but incredibly successful man.  In his 
work agreements, he offers the client a 10% discount
if they pay his fee up front.  Otherwise, there is a strict payment schedule.  
He requires prompt payment to continue with the project.  Otherwise, the 
project shedule goes to hell.  Deliquent payment is
penalized with interest charges.

I love these business practices. It instills respect.  It definitely reinforces 
the value of what the consultant is selling.  It puts the consultant in control 
and allows him/her to do the job contracted by the
client.

I got really tired of feeling like a helpless victim and it's really 
unattractive, in every sense.  It can be a real gut check, especially when you 
don't get the job.  But, I have to say that between the Theory
of Abundance and implementing these standard business practices, things have 
definitely been looking up lately.

Granted, I don't do exactly what others on this list do, but there are basic 
principles that hold true regardless.  I don't think anybody likes taking sh*t 
and being treated poorly.  This is what I'm reading
about in these accounts. Stop allowing people to walk all over you!  Take 
control.  Isn't that what project managers and producers supposedly get paid to 
do?

Oh! Regarding the cool factor.  Go in with the attitude that you're so cool you 
*might* consider working with them.  Non-profits with no money to pay you?  
Tell them to factor you in on next year's budget.  All
those non-profit people are not working for nothing.  Why should you!?

Lydia Sugarman


Duane Douglas wrote:

> At 03:54 PM 7/3/2002 -0700, AKF wrote:
>
> <snip>
>
> >About the only thing that kept me from slitting my wrists was
> >the fact that early-on in the process, I got them to sign an
> >agreement that prevented them from using any of my ideas or
> >design concepts for their web site just in case they were
> >fucking around.
>
> damn.  i wish i'd thought of that.
>
> i spent about 10 hours preparing a proposal for a new client.  once they
> got the proposal, they stopped taking my calls.  i'm pretty sure that they
> got the son or daughter of someone's friend to do the job for peanuts.
>
> do you mind sending me a copy of that agreement?  it could save me from a
> lot of future grief.
>
> __________________________________________________________________________
> To unsubscribe send a blank message with unsubscribe in the subject to 
> webproducers-request@xxxxxxxxxxxxx
>
> To access our webform (instead of sending e-mail) for popular commands 
> including subscribe, unsubscribe, digest, and vacation  visit  
> www.WebProducers.org. You can also access the list archive at the website.
>
> Questions and comments are welcome just e-mail me, morry@xxxxxxxxxxxxxxxx

--
Lydia Sugarman
--
Managing Partner
Private Label InterActive
"Markets are conversations."(c)Cluetrain Manifesto
Intelligent eMail Communications Solutions
P:  212.533.3456


__________________________________________________________________________
To unsubscribe send a blank message with unsubscribe in the subject to 
webproducers-request@xxxxxxxxxxxxx

To access our webform (instead of sending e-mail) for popular commands 
including subscribe, unsubscribe, digest, and vacation  visit  
www.WebProducers.org. You can also access the list archive at the website.

Questions and comments are welcome just e-mail me, morry@xxxxxxxxxxxxxxxx

Other related posts: