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I would add don't take fixed price work. I've done it a few times and its consistently worked out badly. >>>>
>>>>I also work for time and materials only. But I do give my clients a reasonale idea for how long things will take so they can make an informed decision about the features that they want.
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>>>With government contracts, everything has to be laid out in features, time, documentation, etc. It is always 'fixed price' work. Probably why the govt has so many problems with their contracted work. I've witnessed numerous 'low bid' wins which didn't produce or the product was unacceptable when 'completed.'
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>>It is also representative of the reasons independent consultants should be very selective about the type of client they are looking for. As a single consultant shop you don't need Government or Fortune 500 contracts - nor do you really want them. The money, on-going relationships, future referrals and pleasant working environment are to be found in the smaller companies where you can deal directly with principals and develop personal relationships that give you stability and build trust. My .02 but I've been doing this for 25 years now, have never had a 'job' and do not live in a van down by the river on government cheese. ;-)
>
>That's kind of my thoughts also. I enjoy small business and would enjoy helping them grow and prosper.
Another key concept: Most clients do not know without some direction on your part where you fit into the food chain - are you like the guy who fixes the copier machine or are you like the architect that builds their buildings. Make sure they see you as a professional, not a day-laborer. Business consultants get paid a lot better than "programmers". They will spend serious money for "systems analysis" and "software design" vs "writing programs"
And a low hourly rate is not necessarily the path to a lot of work. If you can afford it, you don't have a lawyer who bills $25 an hour handle your divorce or your merger. If you bill 1000 hours a year you are doing well, so figure what you want to make in year and divide by that.
And also remember the Whil Hentzen rule - it is better to turn down a client and be sorry than to take a client and be sorry.
Charles Hankey
Though a good deal is too strange to be believed, nothing is too strange to have happened.
- Thomas Hardy
Half the harm that is done in this world is due to people who want to feel important. They don't mean to do harm-- but the harm does not interest them. Or they do not see it, or they justify it because they are absorbed in the endless struggle to think well of themselves.
-- T. S. Eliot
Democracy is two wolves and a sheep voting on what to have for lunch.
Liberty is a well-armed sheep contesting the vote.
- Ben Franklin
Pardon him, Theodotus. He is a barbarian, and thinks that the customs of his tribe and island are the laws of nature.
