Estimating Website Projects

Posted By : Gary Galvin   Posted On : September 29th, 2009
Topics : Business Development, Discovery

Oftentimes we are invited into an opportunity after the prospect has already reviewed several proposals. I see them scratching their head and asking why the prices they currently have from other web providers are so different in range or they tell me they do now know what they will be getting. In a sales cycle this is an issue but I won’t cover that now. But the issue I want to cover is the lack of understanding the clients requirements and the level of effort (billable hours) it takes to complete that work.

Here are few points I want to share to ease this pain.

• Listen to your client about their wants.
• Don’t be so quick to push a technology because it is a fad. Make sure you understand their business processes and make them a pioneer.
• Don’t fix bid it until all requirements are defined but at least give the client a calculated price range
• Sit down with the client to make sure they understand the requirements and price associated with that.

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