A client will be right when they tell you what they want, but often be completely wrong when they tell you what needs to be done to achieve that. Scoping is a process best left to experts, and only after the budget is fairly clear as well.
If you met me four years ago and asked me what I did, I would have said “strategic marketing”. It was true then, and it still is. The problem was, potential clients frequently thought that was interesting, but also it had nothing to do with their current problems. They were, Read more…
Not everyone wants or needs your 100%. I know that’s true, and yet I struggle with it because it hurts. It’s more fun to give yourself room to dig into the hard cases, improvise, and be creative. A surgeon friend of mine told me that doctors often both dread and hope for Read more…
Even when your target market is well defined, not all clients are in the same amount of distress, not all know (or care) about essential details, and of course, not all can pay for all that needs to be done. It’s pure chaos, out there. Fortunately, “Chaos isn’t a pit. Chaos Read more…
If you ever worked with print shops, you know that the first thing they want to know is “how many will you buy”? Your designs can be as intricate or important as you like, it makes little difference for their offer, but quantity as a factor reigns supreme. And if Read more…
I’m teaching my kids that “just” is not a polite word when describing something somebody else does. It’s ok to say “let me just transcribe that” but not “you just transcribe that”. The logic is, if you are not the one doing it, you have no idea whether what you are describing is Read more…
You don’t have enough data to make certain decisions, right? Important decisions like pricing should ideally be modeled first and tried out in safe conditions. The resulting data will then tell you whether that decision is a good one or not. Here’s a truth bomb though: in the open market, there is never enough data Read more…
“I will start fearing the singularity (superintelligent computers rising up and ruling over us all) as soon as my home computer connects to the printer sitting next to it without any problems, on the first try.”. Steve Jobs, said that, probably. I tend to agree. In fact, I checked that particular “singularity alarm” this Read more…
“Hey Doc, I need a triple heart bypass and some pills, possibly red. How much would that cost, and can you do that by Monday?” Most people would not dream of scoping the solution to their own heart problems, as that seems risky. However. in most cases clients don’t realize just how Read more…
I talk a lot. I had a sore throat, so I bought my usual throat medicine. Afterward, a friend told me there is now a generic, same-formula medicine available for a 20% cheaper price. Here is what I came up with on why that didn’t bother me: a problem was preventing me from Read more…
A talented client once said, “as I have gotten better, I realized I could do [Package A] in less than 20 hours, it’s now more like 12 now. So I guess I should lower its price accordingly”. Maybe that sounds logical to you as well. It’s like saying Dear client, I’m sorry I Read more…