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