Sometimes clients or prospects aren’t really sure what they need.
They don’t know what to include in the project scope. Or how to go about solving the problem.
They need your help to figure it out.
If you’re used to working with clients that already have everything scoped, you might not know how to price these opportunities.
So you resort to charging an hourly fee.
But that’s a big mistake.
In today’s short podcast episode, I explain how to approach projects where the scope of work or solution isn’t immediately evident.
And how to do it without resorting to an hourly fee structure.
The notes that follow are a very basic, unedited summary of the show. There’s a lot more detail in the audio version. You can listen to the show using the audio player below. Or you can subscribe in iTunes to get this show delivered straight to the Podcasts app on your smart phone, tablet or iPod.
In these kinds of situations, the best solution is to break up the project into two phases: the planning phase and the execution phase.
The planning phase is often referred to as a “roadmapping” engagement.
This is a standalone, preliminary offering where you get paid for doing the discovery and planning.
It’s completely separate from the main project.
Here’s the basic skeleton of a roadmapping engagement:
- The situation as you see it
- The challenges the client is facing
- The impact of those challenges
- Proof of your assertions (if needed).
- What the client needs (big picture)
- Why they need it
- Your recommended approach or strategy
- Deliverables you’ll create
- Resources you’ll require
- Proposed timeline
- Your quote for doing the work.
Again, different types of roadmapping engagements will require different components.
But this skeleton is a good place to start.
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