So you got a lead. Good for you! Warming that lead up is crucial. Fudging the numbers, or scaring them with big ideas can just leave them feeling cold. So what do you do? Scale those big ideas into bite-sized chunks and think long-term.
I’ve been thinking about project management a lot recently (and doing a lot of project management, also), which you’ll probably have detected as you’ve skimmed through the headlines to my earlier articles. In some ways, this article is a continuation of the last, which you may want to read, to give you some background.
Be the voice of trust
As with almost every facet of business, trust is a mandatory quality and not some interchangeable attribute you can substitute, by being cheap or quick. So when someone comes to you for your services, it’s as much about people management as planning and pricing — people won’t buy from you until they’ve bought into you.
Being eager is great, but there’s always the danger you’re coming across too strong and a little too eager, bordering on insincere. After all, we’ve all witnessed the say-yes-to-anything sales man and woman at work, and clearly the experienced amongst us have these encounters drifting forward from the back of our minds.
And here’s where I go slightly off at a tangent, but it’ll all make sense, trust me. And I begin with a confession — I don’t pitch for work.
Octane doesn’t do the pitch thing!
The problem with pitching for work is that you’re sort of relying on one thing while skipping several others. In the first instance, you’re assuming the brief you’ve been giving is worth the pixels or paper it’s written on. And then latterly, you’re skipping the all-important initial meeting where you initiate a Q&A, to disentangle need from want.
So when that brief arrives, I’m usually to be found shaking my head, wondering just what the hell I’m supposed to make of the whole thing. Worst thing is, the emphasis is nearly always on cost, in that they equate cheap to be synonymous with being good. Well, we all know where that road leads to.
I’m guessing that, by now, you see where I’m going with this, right? Ask the right questions, and keep asking the right questions. If required, and as I’ve said before, don’t be afraid to ask the obvious questions.
What I’m really getting at is, I either do things right and in their correct order, or I just don’t want to do them at all. And since I’m eleven years into the big game, I have the option of indulging in that particular luxury of choice.
Certainly from my point of view, the various requests and briefs I receive are either a cursory examination of needs, or technically incomplete, which is to be expected as their authors are unlikely to as technically competent and literate as I am. Either way, none of this is a problem for me. But, it’s at this stage that the problems can surface.
Curb your enthusiasm
“Yeah, I can do that.” being the reaction of many, upon reading through a brief. “This is easy.” they add, enthusiastically, quickly diving into a lengthy and detailed document of how they’re going to transform the humble and basic needs of the prospective client into some all-singing, all-dancing cavalcade of features and bells and whistles.
Overload. That is the word most appropriate and often to be found on the lips and in the minds of the recipients this tome of a document sent back in reply to the author of the brief. Overwhelming. That’s another word, very similar to the first.
Needed now, Next time, Nice to have
Being objective is something that cannot be emphasized enough. What the prospective client may think is vitally important may well be of secondary or tertiary importance. So prioritizing those requirements is essential a function as just about anything else. In fact, getting things in the wrong order could be a project-ending event.
What I do is take those needs, break them down into what I see as their right order and then sort them again, this time by, well time. You see, any good project has a deadline. And since time is the final arbiter of all things, good or bad, by shuffling those needs around, based on which are Needed now, we can then sort the rest into those that are required Next time around, with the remainder being the ones that would be Nice to have at some later date.
Once you start thinking and then acting this way, everything then sort of looks better. Modular. Now there’s a good word, and appropriate, too.
Cooking up a feast of features
You’ve taken the needs of the prospective client and chopped, hacked, sliced and diced them into bite-sized chunks that are much more digestible by all, delivered to them in an appetizing assortment of textual delights!
OK, enough with the food theme, you get the idea. The point is, you’ve given dates their requirements by which you’ll deliver demonstrable evidence of your good work, packaging your ideas with their own, adding a quality of depth to a project, that allows them to structure their time and budgets accordingly. Keep in mind, the author of the brief might not be decision maker, so your reply may well be a sales letter to their immediate superior.
Packaging your project estimates
We’ve covered a lot of ground, here. So I think this calls for a break-down.
- Think strategically, and long term.
- Keep the technical talk to a minimum, or at least keep it simple.
- Since this is a lead, you’re still very much selling your self and your services, so write accordingly.
- Break everything down by their respective priorities, and sort those requirements into Needed now, Next time, Nice to have.
- And finally, since there’s no small measure of consultancy being thrown into this, fold those activities into your estimates.
So there you go, a neat list of suggestions, to keep you on your toes and help warm up that lead. Of course, these things are dynamic, but I’m sure you’ll not go too far wrong if you keep these suggestions in mind or at least at hand.