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Subject:Re: Valuable opiions From:Len Olszewski <saslpo -at- UNX -dot- SAS -dot- COM> Date:Tue, 28 Nov 1995 14:07:25 GMT
In article <199511280058 -dot- AA14714 -at- lamb -dot- sas -dot- com>, "Julie A. Zagorski"
<juliez -at- NIGHTOWL -dot- NET> writes:
[...]
|> Thus comes my request for your help:
|> Please send some advice for locking down contracts, or maybe point me
|> somewhere for information on more aggressive marketing strategies?
[...]
You need to network. That sounds trite, but that's what you need to do.
Be active in STC forums, local trade organizations, and so forth. You
have to make contacts to find contracts.
After you have secured leads, you must then propose and price correctly.
Phased proposals with checkoff milestones work well; they eliminate a
lump sum payment at the end, and give clients the sense that they are
paying only if they are satisfied.
The best strategy after contracts are completed is to aggressively seek
follow-on work with the same clients. The next best strategy is to seek
work via word-of-mouth using your current clients as contacts. The worst
strategy is to take on more work than you can reasonably complete at a
high level of quality.
Be honest in your estimates, and don't underprice yourself. Never turn
down work when you are idle even if it's not in your area of expertise.
Keep copious records of all negotiations, and never ever work without a
signed contract.
