Learning About The Client Got Me The Job

And that's the moral of my story.

[iamlost]

I just landed a job with a new client - headline news but not the reason for the post. The moral of the story is important.

A third generation closely held family corporation. The family is a synthesis of contemporary Canadian and traditional Asian culture. Existing website designed and maintained by a granddaughter about to head east for graduate studies. Actually very well done but now over 200 static pages with a small Access database. The company (granddaughter) put out a Request For Proposal. I think there were eight or nine submissions, some from "big" companies.

I was the only one who:

1. did a background check on the company/principals:
   
   • knew the company was a family operation (various last names).
     
   • knew the names and family relationships of the executives/managers.
     
   • knew who had what actual responsibility within the company.
     
   • knew the webmaster was a granddaughter.
     
   
   
2. got a formal introduction from a business friend who knows the family to the chairman of the company.
   
   • wore formal business attire and behaved in a formally courteous manner.
     
   • requested an introduction to the marketing and sales managers.
     
   • requested an introduction to the granddaughter.
     
   • requested access to their hosting service.
     
   
   
3. had sit down meetings with all the above to flesh out the RFP.
   

At this point, prior to submitting anything, I was told the job was mine to lose. I didn't!

Total time spent on "checking": 3-hours. Total time chasing down someone I knew who knew the family: 2-hours (over 3-days). Total time in initial meetings with company and hosting service: 7-hours over 2-days). Total time "information gathering" and "building a client relationship": 12-hours.

Those 12-hours got me the job. My formal contract proposal (another 14-hours over 4-days) was simply confirmation. I now have a 3000 page dynamic e-commerce site with mySQL database to build. And a separate follow-on SEO and maintenance contract as well.

The moral of the story: Know the client before you meet.

Unhappy footnote: The summer was meant for sailing ... and I now have to work ... sigh

[ken_b]

Congratulations Iamlost.

Apparently you're not lost at all when it comes to getting a contract!

This is a great example of how to gain an advantage in this situation.

[vkaryl]

You GO, guy! Sorry about your summer's sailing, but then if you leverage THIS one, your summers will be "red sails in the sunset" from now on.

So smile. You've got a GREAT thing going here.

[Let me know if you need an admin assistant/virtual admin.... I'm available, my qualifications are STERLING and my rates are competitive.... *laughing*]

[tbear]

I'm at risk of repeating myself here......
The old adage 'The customer is always right.....
(includes the final phrase) ...... but you must know your customer!
Well done, iamlost!

[eWhisper]

Congrats, iamlost.

I always run at least a google search on anyone before I even reply to the first contact, let alone submit a proposal (and you have a great 'to do' list breakdown there for others to follow).

The 5 minutes to quickly check if the results bring up bad/good reviews, what websites they're associated with, etc is quite worthwhile - not only for getting clients - but for avoiding working with some as well.