Proposals, Contracts and Clients
in the web industry
Ofer Cohen
S.D.O.C. Ltd.
OpenSourceMatters Inc.
@

Who Am I

oc

66

● Entrepreneur, R&D and project manager at the
start-up nation
● OpenSourceMatters Board Member
● Sta...
What I will talk today?
● What types of proposals we get
● How we can maximize revenue
● How to handle project
● Why contr...
Great thanks and credit!
Mike Carson
OpenSourceMatters board member
Rule #1
Time is Money (™)
There is only Rule #1
Time is Money (™)
Proposals
3 Types of proposals
● RFI
● RFQ
● RFP
3 Types of proposals
● Work for enterprise
● Work for SMB
● Work for the smallest client
RFI - Request For Information
● Looking for basic consultancy
● Usually client look and check the market
● What to based t...
RFQ - Request for quotation
● Short document with basic info
● Check vendor quality & experience
● Check vendor efforts an...
RFP - Request for proposal
● The most important
● RFI & RFQ can be included
● Vendor need to offer solutions for declared ...
Pay attention I
● Most requests are not RFP
● If customer request by email - RFI
● Do not respond to any request
● Do not ...
Pay attention II
● How the request distributed (mail, website...)
○ References are the greatest
○ Also direct phone

● How...
Pay Attention III
● Opportunity to charge for consultant
● SMB - include cover letter
● Thanks and check for feedback anyt...
Tips
● Corporate Corporate Corporate
● Do not wait for the last minute
● Listen to client needs
● Talk less
● You cannot d...
Revenue
Charge for… make it recur
● Think recurring
● Maintenance & Updates
● Support
● Extensions styling
● Content creation
Charge for… make it recur
● Security Services
● Monitoring Services
● Backup services
● Hosting services
● SEO
● SEM
Project
Project is a project is a project
● Make roadmap
○ Make roadmap from the first proposal

● Deadlines to customer and YOU
●...
Project is a project is a project
● Client is the boss
● Talk with the client for any issue
○ TALK!

● Do not assume on be...
Contracts
Contracts
● You have more than 3 clients - get a attorney
○ Immediately!

● Attorney - business bodyguard
● If you do not ...
Contracts
● Contract for all of your projects (small to big)
● Do everything to *avoid* court
● If client do not want to s...
Contracts
● Time, consequences for both sides
● Include maintenance technical support & SLA
Contracts - payments
● SHOTEF+?
● Net+?
● 10%-20% deposit - not refundable
● Make a payment roadmap (according to
deliveri...
Contracts - do not forget
● What you are doing when things go wrong
● You can fired a client
Conclusion
Simple equation
● Time is Money + Money is Important
● Time is very important
Thank you.
Ofer Cohen
S.D.O.C. Ltd.
OpenSourceMatters Inc.
More info
RFPs, Proposals, and Contracts for Web Developers
The ultimate course
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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.
Credit: Mike Carson, OpenSourceMatters Board Member

Published in: Technology, Design
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Proposals, contracts and clients for web developers - Ofer Cohen

  1. 1. Proposals, Contracts and Clients in the web industry Ofer Cohen S.D.O.C. Ltd. OpenSourceMatters Inc.
  2. 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. 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. 4. Great thanks and credit! Mike Carson OpenSourceMatters board member
  5. 5. Rule #1 Time is Money (™)
  6. 6. There is only Rule #1 Time is Money (™)
  7. 7. Proposals
  8. 8. 3 Types of proposals ● RFI ● RFQ ● RFP
  9. 9. 3 Types of proposals ● Work for enterprise ● Work for SMB ● Work for the smallest client
  10. 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. 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. 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. 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. 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. 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. 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. 17. Revenue
  18. 18. Charge for… make it recur ● Think recurring ● Maintenance & Updates ● Support ● Extensions styling ● Content creation
  19. 19. Charge for… make it recur ● Security Services ● Monitoring Services ● Backup services ● Hosting services ● SEO ● SEM
  20. 20. Project
  21. 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. 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. 23. Contracts
  24. 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. 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. 26. Contracts ● Time, consequences for both sides ● Include maintenance technical support & SLA
  27. 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. 28. Contracts - do not forget ● What you are doing when things go wrong ● You can fired a client
  29. 29. Conclusion
  30. 30. Simple equation ● Time is Money + Money is Important ● Time is very important
  31. 31. Thank you. Ofer Cohen S.D.O.C. Ltd. OpenSourceMatters Inc.
  32. 32. More info RFPs, Proposals, and Contracts for Web Developers The ultimate course
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