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Proposals, contracts and clients for web developers - Ofer Cohen
- 1. Proposals, Contracts and Clients in the web industry Ofer Cohen S.D.O.C. Ltd. OpenSourceMatters Inc.
- 2. @ Who Am I oc 66 ¡ñ Entrepreneur, R&D and project manager at the start-up nation ¡ñ OpenSourceMatters Board Member ¡ñ Start with Joomla ¡ñ Continue with Drupal ¡ñ After and until Today non-CMS (Telecom oriented) 6
- 3. What I will talk today? ¡ñ What types of proposals we get ¡ñ How we can maximize revenue ¡ñ How to handle project ¡ñ Why contract is important
- 4. Great thanks and credit! Mike Carson OpenSourceMatters board member
- 5. Rule #1 Time is Money (?)
- 6. There is only Rule #1 Time is Money (?)
- 7. Proposals
- 8. 3 Types of proposals ¡ñ RFI ¡ñ RFQ ¡ñ RFP
- 9. 3 Types of proposals ¡ñ Work for enterprise ¡ñ Work for SMB ¡ñ Work for the smallest client
- 10. RFI - Request For Information ¡ñ Looking for basic consultancy ¡ñ Usually client look and check the market ¡ñ What to based their project ¡ñ Useful for qualify the vendor
- 11. RFQ - Request for quotation ¡ñ Short document with basic info ¡ñ Check vendor quality & experience ¡ñ Check vendor efforts and costs estimation ¡ñ Not down to details ¡ñ Price focused
- 12. RFP - Request for proposal ¡ñ The most important ¡ñ RFI & RFQ can be included ¡ñ Vendor need to offer solutions for declared problems ¡ñ Use for competitor comparison ¡ñ Takes the most time ¡ñ Contain deadlines and requirements including Q&A
- 13. Pay attention I ¡ñ Most requests are not RFP ¡ñ If customer request by email - RFI ¡ñ Do not respond to any request ¡ñ Do not respond if you have less than 50% chance ¡ñ DO NOT WASTE YOUR TIME
- 14. Pay attention II ¡ñ How the request distributed (mail, website...) ¡ð References are the greatest ¡ð Also direct phone ¡ñ How was it received (RE: Proposal¡) ¡ñ Customer have phone included? ¡ñ Customer handle questions?
- 15. Pay Attention III ¡ñ Opportunity to charge for consultant ¡ñ SMB - include cover letter ¡ñ Thanks and check for feedback anytime ¡ñ Most clients do not care of open source ¡ñ Clients care about solution!
- 16. Tips ¡ñ Corporate Corporate Corporate ¡ñ Do not wait for the last minute ¡ñ Listen to client needs ¡ñ Talk less ¡ñ You cannot do anything ¡ñ Pay attention where you put your price
- 17. Revenue
- 18. Charge for¡ make it recur ¡ñ Think recurring ¡ñ Maintenance & Updates ¡ñ Support ¡ñ Extensions styling ¡ñ Content creation
- 19. Charge for¡ make it recur ¡ñ Security Services ¡ñ Monitoring Services ¡ñ Backup services ¡ñ Hosting services ¡ñ SEO ¡ñ SEM
- 20. Project
- 21. Project is a project is a project ¡ñ Make roadmap ¡ð Make roadmap from the first proposal ¡ñ Deadlines to customer and YOU ¡ñ Identify the risks ¡ñ Do not start without PRD (at least simple) ¡ñ Make a weekly meeting! WEEKLY! FACE2FACE
- 22. Project is a project is a project ¡ñ Client is the boss ¡ñ Talk with the client for any issue ¡ð TALK! ¡ñ Do not assume on behalf the client
- 23. Contracts
- 24. Contracts ¡ñ You have more than 3 clients - get a attorney ¡ð Immediately! ¡ñ Attorney - business bodyguard ¡ñ If you do not sign a contract - you¡¯re amateur ¡ñ Both parties are accountable - BUSI-NESS ¡ñ Do not make business with F&F
- 25. Contracts ¡ñ Contract for all of your projects (small to big) ¡ñ Do everything to *avoid* court ¡ñ If client do not want to sign - walk away ¡ñ Try to make simple contract ¡ñ Make reference to the proposal
- 26. Contracts ¡ñ Time, consequences for both sides ¡ñ Include maintenance technical support & SLA
- 27. Contracts - payments ¡ñ SHOTEF+? ¡ñ Net+? ¡ñ 10%-20% deposit - not refundable ¡ñ Make a payment roadmap (according to deliveries) ¡ñ Pay like a amateur => Works like a amateur
- 28. Contracts - do not forget ¡ñ What you are doing when things go wrong ¡ñ You can fired a client
- 29. Conclusion
- 30. Simple equation ¡ñ Time is Money + Money is Important ¡ñ Time is very important
- 31. Thank you. Ofer Cohen S.D.O.C. Ltd. OpenSourceMatters Inc.
- 32. More info RFPs, Proposals, and Contracts for Web Developers The ultimate course