Re: FN-FORUM: Hi all (new here)

date posted 6th March 2008 22:59

I have to disagree with you there Ben.
As you say, you can spend ages coming up with a ball park only to find
the client can't afford it.

I have always found it easier to ask what the client is looking for,
when they want it and what their budget is.

But of course, I'm not saying my way is the best for everyone, it's just
the best for me.

Lee Rickler
Director - Point and Stare - pointandstare.com
Web Design and Development for over 11 years

Ben Johnson (Neogic) F wrote:
> Lee Rickler wrote:
>> Never give a price, always ask for a budget.
>
> Nice theory, but many clients suspect a rat (possibly justifiably, depending
> on the integrity of the supplier!) and point-blank refuse to give even
> ballpark figures. Fair enough, give it a try (or use revealing questions),
> but be ready to accept that the client may be reluctant to reveal their
> "crown jewels" in the negotiation process!
>
> Tony C's suggestion is good:
>
>> I deal with small companies at the moment & they don't have budgets set
>> [..]
>> I get round that by asking if they want a £500 solution or a £5,000
>> solution (or some variation) if they ask for clarification I explain
>> that everything is possible, some things take more time, look nicer and
>> work more efficiently and therefore cost more - like choosing between a
>> Smart Car and a Porsche Cayenne...
>
> Being able to suggest a ballpark range of figures, given only very rough
> outline requirements, is something that requires previous experience of a
> range of comparable projects. After 5 years' proposal writing, I'm only now
> gradually becoming comfortable enough to give ballpark figures during the
> first meeting, or in response to the initial enquiry e-mail.
>
> The key is recognising that one could spend literally days (or weeks for the
> big enquiries) breaking down detailed requirements and totting up the number
> of hours the job will take, only to come up with a figure that the client
> cannot afford, making the exercise a waste of time.
>
> Far better is to get a feel for budget early on (as said, detective work and
> tactical questions may be required, as many clients won't give figures),
> then use this to drive the rest of the approach. You have to bear in mind,
> of course, that the client is likely to downplay their disclosed budget.
>
> If the client's budget is clearly below the minimum needed for the "class"
> of project, one can avoid spending too much time on the proposal, or
> possibly pass on to a cheaper associate. Otherwise, tailor the
> proposal/quote and the project approach (see my previous post) to the
> ballpark, giving "economy", "mid-range" and "premium" options.
>
> Cheers, Ben
>
> --
> Ben Johnson, Neogic Web Solutions
> // design • development • managed hosting
>
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