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You’re ready to go with all the best Agile practices: you’ll develop incrementally and iteratively, you’ll have sprints and retrospectives, and you can’t wait to tell your clients about your velocity and show them your burndown charts. But all of your prospective clients are telling you they want firm quotes, and contracts with detailed specifications and delivery dates. Clients almost always start with a preference for these types of traditional Fixed Price, Fixed Scope contracts. Such contracts provide them with a sense of security and confidence that they will get what they want.
How do you convince them a traditional contract is actually riskier than they think, and persuade them to instead sign a contract that facilities Agile development? This is the most significant challenge facing consultants who want to follow Agile practices. At PromptWorks we use Time & Materials contracts with our clients. In this talk we’ll discuss:
* What different types of contracts imply about the nature of the relationship with your client, and what it means for it to be a professional relationship of equals. Risk and reward should be shared, and the relationship should feel like a partnership.
* The persuasion and negotiation process for getting your prospective clients to sign a Time & Materials contract. We’ll discuss real-life situations from our experience at PromptWorks.
* PromptWorks' typical project proposal, Master Service Agreement, and Scope of Work documents. We'll highlight key aspects of our approach, and things to look out for if you work with contract documents provided by your client.