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


Under normal circumstances, I would have done an SOW - having
been on the interactive agency side of things in the past, I'm
quite familar with them.

However, the project I got burned on was a unique situation. To
make a long story short, the contact was made through a friend
who personally knew the decision maker at the agency.

Based on this, I was told to dispense with normal procedure and
simply draft a proposal because this project was a given. 

Later, I learned that I would be pitching against one or two
other vendors. As I was already pretty deep into my proposal and
design concepts, it was too late to turn back and scrap my work.
Instead, I hoped for the best and after a lot of hard work, I
won the pitch only to get screwed later.

As I said, it was an unusual situation and under normal
circumstances, I would have used a SOW and been more cautious.
However, in traditional advertising (particularly print and
direct mail), a lot of business is awarded to vendors who "know"
someone at an agency. I thought this situation would be no
different until the agency changed the rules on me midplay.

Anyway, you have given sage advice. Thank you.


--- Lydia Sugarman <thegoodegg@xxxxxxxxxxxxxx> wrote:
> 
> 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


=====
-------------------------------------------------------------------------
http://www.arifeldman.com

__________________________________________________
Do You Yahoo!?
Sign up for SBC Yahoo! Dial - First Month Free
http://sbc.yahoo.com
__________________________________________________________________________
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: