Note: Running Fridays in FromGregsHead.com, is a continuing series of tips brought to you by Greg Price. These run Sunday evenings during the BusinessMaker’s Radio Show on KPRC 950AM. Audio files can be found on the PKF Texas – Entrepreneur’s Playbook® page of the PKF Texas website.
When you start the proposal process with a prospect or client you should immediately consider the clients expectations regarding three aspects of the project: Scope, Cost and Timing.
Be sure it is clear which of these attributes is the most important to your client/prospect.
For example, if a customer/prospect has budget constraints placed on them by the investors, then cost is probably the main concern.
Others may have compliance issues and scope is the most important consideration.
Or, going live on a system by the start of the next fiscal year is critical, meaning time is the most important issue.
Just because one issue is seen as more significant than the other, does not mean the others are not important.
Remember scope, cost and timing are interdependent. For example if you want the scope to increase it very likely will increase the cost. If you want more functionality, the timing could change as well.
We have learned over the years how important it is to determine what matters more to the client and to communicate when reality is deviating from expectations. But it is equally important for clients to consider this before they begin to talk to consultants for a project.
However, when both sides are honest and realistic in regards to Scope, Cost and Time, success usually follows.