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Proposals, contracts and clients for web developers - Ofer Cohen

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Proposals, contracts and clients for web developers presentation by Ofer Cohen, from DrupalCamp Israel 2013 and JoomlaDay Israel 2013. …

Proposals, contracts and clients for web developers presentation by Ofer Cohen, from DrupalCamp Israel 2013 and JoomlaDay Israel 2013.
Credit: Mike Carson, OpenSourceMatters Board Member

Published in: Technology, Design

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  • 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