Re: Transitioning from Hourly based consulting to project based...

[EMAIL PROTECTED] (skidvd) wrote in message
news:<[EMAIL PROTECTED]>...

SNIP

> I would like to begin to transition my engagement portfolio to include
> some "project" based (perhaps milestone based or something else)
> opportunities.  In other words, I would like to provide the outsourced
> architecture/design and implementation services for custom software
> projects or key components.  This outsourced development would be
> primarily under our control (with appropriate interaction/coordination
> with the client of course) and done on our premises, schedule, etc.
> 
> With the above in mind, I'm wondering how best to learn about such
> project opportunities?  Many job boards exist, but few useful project
> boards that I have found - for example ProSavvy does NOT appear to be
> effective or economical at all.  How about RFPs and the like - how
> does one get on the bidder's list?  Are there other such methods of
> finding and bidding on projects.  Additionally, how might we be able
> to convince potential customers to go with us over larger companies
> with many more projects under their belts?  I'd welcome any and all
> suggestions and discussions on this topic.

ProSavvy is in the business of selling subscriptions.  Whether you get
any business from them is secondary.  The fact is that you and you
alone are responsible for getting new business.  To that end, you have
to develop two things:

1.  A strong brand message (why you're the only solution to their
problem)
2.  A consistent sales program

Both are critical. (See more at my site, http://www.robfrankel.com)

I do very well with direct e-mail to CEO's.  This is not spam, but a
killer letter of introduction.  And I don't pester people.  The key is
getting out at least 50 e-mails a week and then following up with
those who respond.

But NOTHING can happen if you don't give them a reason to call. 
That's brand strategy.

Finally, ALWAYS charge by the project, NEVER by the hour.   I've
solved problems in an hour that the client paid $50K for.  If I'd
charged by the hour, I would have only made $500.

Rob Frankel
http://www.robfrankel.com