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Clients & Pricing

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My talk at Port80 2012 (Newport) on pricing & handling clients in the web

My talk at Port80 2012 (Newport) on pricing & handling clients in the web

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  • Transcript

    • 1. #p80N Clients & Pricing (...and a smorgasbord of other treats) @Joel_Hughes of jojet.com
    • 2. thank you
    • 3. ...a brief history of me• Dragon 32• Degree in computing• Worked for AMEX/British Airways
    • 4. MicroBrain Ltd.
    • 5. Journeypermie contractor freelancer agency?
    • 6. General Work• The sort of stuff Jojet does• (to set the context here...)
    • 7. “How much does asimple website cost?”
    • 8. How I price work...
    • 9. How I get paid...
    • 10. Pricing**see blog for links
    • 11. No magic formula!
    • 12. Hourly & fixed both work
    • 13. Part of freelancing
    • 14. Mistakes will happen
    • 15. Do you value yourself?
    • 16. Uncertainty is common
    • 17. Huge spectrum
    • 18. You don’t want to win every job
    • 19. Helps filter tyre kickers
    • 20. Some people willalways think you charge a lot. Always.
    • 21. You have to learn to negotiate.
    • 22. It’ll take a while to get the hang of it.
    • 23. hourly v fixed
    • 24. Hourly
    • 25. Hourly• You does the work, you earns the money
    • 26. Hourly• You does the work, you earns the money• You are selling hours
    • 27. Hourly• You does the work, you earns the money• You are selling hours• timesheet (& arguments!)
    • 28. Hourly• You does the work, you earns the money• You are selling hours• timesheet (& arguments!)• ...not always liked by clients (how much?)
    • 29. Fixed• clients like as it is more defined• Project/phase costs• More task related• More risk! /cont....
    • 30. Freedom to determine price based on..• How busy you are...• The value to the client• The size of the purse• How much you like/dislike the client• How much you like/dislike the job
    • 31. Andy Clarke’s Approach• Estimate entire project in 2 week sprints• 2 week block & then re-assess• One project at a time
    • 32. Spec one liners...“There will be an ecommerce element to thewebsite”
    • 33. Time Tracking• For where my time is spent• For how project progress• For how projects delivered
    • 34. Support Clients• Good for recurring revenue• Bad if you don’t package it properly
    • 35. Product Plug
    • 36. Tactics• “Do you have a budget in mind?” (invest!)• Don’t allow your process to be shortcut
    • 37. Quotes
    • 38. “If you’re charging flat rate, you’re taking on therisk. If you take on the risk, you should alsoaccept some of the benefits.”
    • 39. “...if you’re running a business, you cannot beafraid to ask for money. If people enjoy yourwork and if you educate them on the process,they will feel justified to give you what you ask.”
    • 40. “I get paid for what I know, not necessarilywhat I do”
    • 41. “People will look at your high billing rate andthey will think youre rich.These are the samepeople that think youll forget how much childbirth hurts and that owning your own businessmeans you can goof off all the time.”
    • 42. Andy Budd“Sadly far too many designers choose tocompete on price.We enjoy what we do somuch, we’ll do it for free in our spare time. Sowhen somebody says they are willing to pay us—even if it’s less than what we wanted—wefeel flattered and eagerly accept the challenge.The desire to create is so strong in most of us, itclouds our judgement.”
    • 43. T-t-t-that’s all folks@joel_hughes (twitter/instagram)jojet.comp.s. Google formp.p.s. am always on the look out to collaborate with people moretalented than me (i.e. everybody else in this room)p.p.p.s @stevekirtley