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.
Compare and contrast: Dr. Evlil says: widgets are hard to come by this year, minion’s pensions are getting expensive- _the price is one beeelion dollars. VS_ Dr. Evlil says: The price is one beeelion dollars. You see, widgets are hard to come by, minion’s pensions are getting expensive, and with wear and tear on nuclear Read more…
This is it. The pivotal point of the sales conversation. You played your cards right, the client is ready and no amount of additional explanation will change your situation for the better.** There is now a burning question hanging in the air – how much?** Introduce the options starting with the Read more…
What is your price based on? There are at least 3 ways to answer this without passing the responsibility to somebody else. Input-based foundation: my price is based on time, materials, and other costs I had to be able to do this (education, experience, certification, etc.)As it focuses on quantity rather than quality, it’s a Read more…