Re: Clarification on Equip Rental Issue

[Virginia Day <Virginia_Day -at- DATACARD -dot- COM>]

     Hi,
     Sounds to me as tho' the client bean counters and the consulting firm
     have a close working relationship.

     Your friend can develop a fixed-price offer that takes into account
     her rate and estimate for the work (given her realistic expectation
     for delivery on content, etc.), *and* the costs that the bean counters
     want to charge her, based on a worst-case scenario.  For example, if
     the project is planned for six months, perhaps the risk is that it
     could last 10 months.  She should refuse to accept the idea that the
     risk over time (for equipment etc. rental charges) is her risk,
     because she cannot control or manage the contributing factors. Paying
     her an hourly rate is actually most reasonable.  I think she needs to
     be willing to play hard ball, since the bean counters have started
     that game.  She will need to explain this approach to her immediate
     manager before responding to the bean counters, emphasizing the risk
     that is being offered to her, which she cannot bear on her own. (I'd
     guess that the manager who wants her will try to intervene at this
     point.)

     For fixed price, she should make it clear that she will be on site
     only when there is work to do.  She must have freedom to look for and
     do other work. (If they are willing to pay all her time (hourly) until
     the project is done, she only needs time to look for other work.)

     To cover herself, she needs another customer waiting in the wings,
     even if it is not "solid".  For example, not being able to make a
     meeting because she must discuss work with another firm can
     considerably strengthen her position.  And, she might need the
     work--to fill in or to replace the client.

     Best wishes to your friend.

     Regards, Virginia


______________________________ Reply Separator _________________________________
Subject: Clarification on Equip Rental Issue
Author:  Joe Sokohl <jsokohl -at- CAMPBELLSOFT -dot- COM> at Internet
Date:    6/30/97 12:30 PM


     Hi all,
     To clarify my obtuse writing: my friend quit working for the
     consulting firm on Friday so she could begin her business as an
     independent. Her client is the same firm that her consulting firm had
     a contract with. In essence, her client project leader wanted her to
     do the work (HTML Help, Winhelp, cool stuff), not just another body
     from the consulting firm.

     So, consulting firm waived their "do not hire/contract" agreement with
     the client (usually, the consulting firm has an agreement with its
     clients that the client won't try to hire or side-contract with the
     consulting firm's employees). The problem child in this picture is the
     client's bean counters.

     My friend's in the midst of setting up the contract between her & her
     client.

     On another note: The client wants fixed bid, she wants time/materials
     bid. Thoughts/ammunition? Also, wasn't there an STC Intercom article
     about this?

     Muchas gracias, mis amigos!

     joe
     Joe Sokohl
     Manager of Documentation
     Campbell Software, Inc.
     http://www.campbellsoft.com

     The opinions expressed in this mail are mine.
     They don't necessarily represent Campbell Software or any of its
     affiliates.

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