>Hi Gang,
>
>Another Top Ten List, yeehaw. Having been involved in a hair-raising series of quotes, negotiations, and deal-making lately, I thought a general consulting list would be in order:
>
>

Never, ever utter the words "easy" or "simple" in front of a client. Any setback at all after using these words will brand you as an idiot.
>

Always dress better than they do. If they wear t-shirts, wear sport shirts. If they wear open-necked shirts, wear a tie. They are paying you far more than they pay employees: Look worth it.

Does this mean I need a tuxedo for when they wear suit and tie?

>

Lock the scope of the assignment in writing before beginning the project. Require change orders for any, and I mean ANY, deviation.

I highly recommend the book Software Requirements by Karl E. Wiegers, Microsoft Press, 1999, ISBN 0-7356-0631-5.

>

Have one less drink than they do. Inevitably, you will be asked to socialize with a client. One who drinks. Let HE or SHE become the tipsy one. Just don't be obvious about it.
>

Never badmouth other's code in front of the client. Go home and kick your dog if you have to.
>

Do not lower your standard rate without a very good reason and never for long periods of time. If you devalue yourself easily, others will devalue your worth and you'll have a hard time negotiating at your standard rate in the future.
>

Make all meetings on time. No matter how good a product you produce, clients hate it when you cancel or are late for face-to-case meetings.
>

Never use personal excuses as a reason for missing a milestone.
>

Never use professional reasons having to do with another project or client for missing a milestone.
>

Never make promises based on beta features or unreleased products.

I'll add rule 11:
Always have a signed contract before beginning work. This has bitten me in the past...never again.

Craig Berntson
MCSD, Microsoft .Net MVP, Grape City Community Influencer