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I once lost a huge project simply because 1) I charged less than my competition ("there must be something wrong with them...") and 2) I didn't add a 20% annual
by bdunn 12y ago
I once lost a huge project simply because 1) I charged less than my competition ("there must be something wrong with them...") and 2) I didn't add a 20% annual maintenance fee my the proposal. Needless to say, I never made that mistake again.
But yeah, I can't agree more.
The amazing thing about raising rates (which I think patio11 and I talked about way back when here: http://www.kalzumeus.com/2012/10/10/kalzumeus-podcast-3-growing-consulting-practices-with-brennan-dunn/ http://www.kalzumeus.com/2012/10/10/kalzumeus-podcast-3-grow...) is that you make more money, get better clients, and get treated with a lot more respect.
- logicallee 12y agoBelieve you, but how on Earth did you find this out? (For your anecdote, that those were the two specific reasons you lost the project.)
- bdunn 12y agoOne of the guys who worked with me was an ex-employee of the university we were submitting the proposal to. It's always... fun when procurement divisions are involved. :-)
- zo1 12y agoI'm curious about this "20% annual maintenance fee" you mentioned. Care to elaborate a little more on it? Or is in the podcast you linked?