First potential client. Tips for the first meeting? | Hacker News Reader

First potential client. Tips for the first meeting?

Hi All.

I have a first potential client for a web development project. I was just hoping for any tips for the first meeting.

Thanks in advance.

It's a sales call. Your first priority is to qualify the lead. The work matching your skills is a part of it. More important is "Will I get paid, and if so, how much trouble will it be?"

In terms of preparation, write up a draft contract now so that all that is left are:

+ Describing the scope.

+ Describing the fee.

+ Describing the retainer.

+ Minor negotiations over terms and conditions.

Invoicing and payment terms are critical. How often will you invoice? How quickly must a client pay? What happens if the client abandons the project? What happens if you decide to 'fire' the client?

Payment is what separates clients from leads and tire kickers. Insist on a retainer. Insist that it is applied against the final invoice. Insist that it is enough to keep you from becoming upside down. It should work with your invoicing cycle - i.e. if it's two weeks worth of your work, then your invoicing cycle should be two weeks. If the lead wants a 30 day payment window, then your retainer should cover 30 days.

Any non-payment should be grounds for terminating the contract without prejudice. Have an interest rate for unpaid invoices that is higher than the worst credit card. You do not want to be the client's bank.

Require mutual indemnification for consequential damages.

Require mediation prior to any legal action. Arbitration is ok if the amount in dispute is over $10,000 or so. For less, don't include an arbitration clause.

I say all this so that you can give a fee immediately to close a sale - i.e. walk out of the first meeting with a retainer in hand. That's hard to do if you don't know what a proposal looks like and it's hard to write a good proposal when you are focused on closing the sale and thinking about the actual work. Preparing a proposal should just be a matter of looking at the work on offer.

A couple of other things:

+ Know how much the project needs to pay. If you can make $21,000 in three weeks, it doesn't so much matter whether you work 200 hours in that month or 160 or 240 when you're a one man shop with one project.

+ Be prepared to walk away. Go with your gut.

Good luck.

> + Be prepared to walk away. Go with your gut.

You should consider this potential client and project as merely one of many to come. You do not want every job, nor every client. It's OK to make this meeting a learning opportunity that does not work become an agreed project. There will be more in the future. Perhaps you will work with this person a year from now.

Your larger task is to figure out to have enough inquiries and potential clients so that you are able to pick and choose your clients and your jobs without regret.

If this is your first freelancing client ever, then my guess is that just getting the client, and being able to demonstrate that you were able to deliver, is probably a good first step. Your goal, in such a case, is to convince the client that you're the right person to do this job.

Remember that the client probably doesn't care about technology. So don't say "I use Ruby on Rails," even if you do. Say, "I use technologies that will let me accomplish your business needs quickly. If and when those needs change, I'll be able to adapt the software quickly, too." The client's business needs should come front and center.

Don't over-promise, which is something that we all do way too much. (I've learned to temper my optimism over the years.)

Find out what the budget is for the project, if you can. Ask what the goals are for this project. Again, don't just ask about the software goals -- what are the business goals? How will he judge the success?

Don't give a price or time estimate in the first meeting. Say that you need to go back home (or to your office, or wherever) to review things. Tell him that you'll likely have more questions before you provide him with a proposal.

And when you do offer a proposal, I've become convinced (although haven't switched to it myself) that weekly billing is the way to go. My fellow podcast panelist Curtis McHale wrote it up here: http://curtismchale.ca/2013/05/23/weekly-pricing-for-web-dev...

And above all, relax and try to have fun. There are oodles of potential clients out there. If you mess it up with this one, I promise you that you'll be able to find someone else.

You are awesome and supportive and the advice is great. Feeling a little more optimistic about this! Thank you!

Dont say anything stupid. Seriously!

I know of a number of people who were so excited to get there first meeting that they screwed it up by saying or doing something stupid.

Other things, dont over extend yourself.

If the project is going to be too big rethink if you should take it on. If you are seen struggling with the work, missing deadlines they are a customer lost for life. A client will come back to you in the future if you make the excuse `we cannot take this piece on due to other work` etc (a white lie never killed anyone (well hopefully it didnt)).

Also dont look to keen and offer the world. It is easy to look too needy for the work. The best thing to do is write down on a piece of paper:

- your hourly wage and do not shift from this. Clients will try to get the best deal possible by possibly not telling the truth about previous prices

- The services you offer.

- Your working process. By this i mean how you gather the information to complete the work. Some companies / clients state they have a particular way they want the data or requirements gathered. Keep to the way you gather the information and state it is the best method for you. It will help you in the long run.

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