DirigoDev - 11:39 am on Sep 13, 2011 (gmt 0)
There are many different business models. We factor a big chunk of the scoping and problem solving into the proposal. This tactic outclasses the competition and lands the business better than 75% of the time. We build in the cost of the time into the finished proposal. If we get the work we get paid. If not, we chalk it up as G&A (just the cost of doing business). Our firm does not have or need a sales department or dedicated salespeople. The Sr. Partners pitch with the help of all the staff as we create solutions that work. We get all the work we want at a solid hourly rate – often at a higher rate than our nearest competitor. We oftentimes come in with a much higher overall price tag and still win business because everything is spelled out. Years ago we ran the shop with the mindset of @aspdaddy.
Who will pay for all this work?
The client will gladly pay.
<caveat>All that you need to do is get the deal.</caveat> The deal is always based on a solution and a clear plan!