Difference between revisions of "Consulting"
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| − | + | == The Contract == | |
| + | # http://rosskimbarovsky.com/contracts-for-software-and-website-developers.pdf | ||
| − | == | + | === Additional Reading === |
| − | + | # [http://fishmanlawandtaxfiles.com/books/a-legal-guide-to-web-software-development/ Legal Guide to Web & Software Development] (book with CD-Rom) 5th Edition by Stephen Fishman J.D. (Editor) | |
| − | + | # [http://www.nolo.com/products/working-for-yourself-wage.html Working for Yourself Law & Taxes for Independent Contractors, Freelancers & Consultants] Stephen Fishman, J.D. February 2014, 9th Edition | |
| − | + | # [http://www.amazon.com/dp/1430305843/ Software Licensing Handbook] 1st Edition by Jeffrey I. Gordon | |
| − | + | # [http://www.amazon.com/dp/1590318498 A Practical Guide to Software Licensing for Licensees and Licensors: Model Forms and Annotations] (Practical Guide to Software Licensing for Licensees & Licensors) 2nd Edition by Ward H. Classen | |
| − | + | # [http://www.amazon.com/dp/0595402178 The Tech Contracts Pocket Guide: Software and Services Agreements for Salespeople, Contract Managers, Business Developers, and Lawyers 0th Edition] by David Tollen | |
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| − | #[http://fishmanlawandtaxfiles.com/books/a-legal-guide-to-web-software-development/ Legal Guide to Web & Software Development] (book with CD-Rom) 5th Edition by Stephen Fishman J.D. (Editor) | ||
| − | #[http://www.nolo.com/products/working-for-yourself-wage.html Working for Yourself Law & Taxes for Independent Contractors, Freelancers & Consultants] Stephen Fishman, J.D. February 2014, 9th Edition | ||
| − | #[http://www.amazon.com/dp/1430305843/ Software Licensing Handbook] 1st Edition by Jeffrey I. Gordon | ||
| − | #[http://www.amazon.com/dp/1590318498 A Practical Guide to Software Licensing for Licensees and Licensors: Model Forms and Annotations] (Practical Guide to Software Licensing for Licensees & Licensors) 2nd Edition by Ward H. Classen | ||
| − | #[http://www.amazon.com/dp/0595402178 The Tech Contracts Pocket Guide: Software and Services Agreements for Salespeople, Contract Managers, Business Developers, and Lawyers 0th Edition] by David Tollen | ||
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| + | == Negotiating == | ||
| + | * '''Listen'''. Listen to the other side - don't simply advance your own agenda. Understand what your client wants/needs | ||
and WHY they believe they want/need it. | and WHY they believe they want/need it. | ||
| − | + | * '''Educate'''. Many of your clients will have little experience with software development agreements. Take a little time | |
| − | *'''Educate'''. Many of your clients will have little experience with software development agreements. Take a little time | ||
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to educate them about milestones, warranties, and other important terms. You'll nearly always develop credibility | to educate them about milestones, warranties, and other important terms. You'll nearly always develop credibility | ||
when you take the time to educate your prospective client, and this will help you when you negotiate those terms. | when you take the time to educate your prospective client, and this will help you when you negotiate those terms. | ||
| − | + | * '''Agree'''. You should agree when you can. Many minor issues are not worth disagreement. Think about your client's | |
| − | *'''Agree'''. You should agree when you can. Many minor issues are not worth disagreement. Think about your client's | ||
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points from THEIR perspective and find ways to acknowledge their points and concerns. | points from THEIR perspective and find ways to acknowledge their points and concerns. | ||
| − | + | * '''Reframe'''. Whenever you can, find ways to reframe issues instead of rejecting them. If you reject something your | |
| − | *'''Reframe'''. Whenever you can, find ways to reframe issues instead of rejecting them. If you reject something your | ||
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client proposes, you'll put them on the defensive. Find ways to reframe their ideas or points and to move the | client proposes, you'll put them on the defensive. Find ways to reframe their ideas or points and to move the | ||
conversation further. If you're not sure how to reframe something, ask your client to clarify and in that process, ask | conversation further. If you're not sure how to reframe something, ask your client to clarify and in that process, ask | ||
questions that help you to reframe the conversation. | questions that help you to reframe the conversation. | ||
| − | + | * '''Know Your Limits'''. You should always know your walk-away position. In every negotiation, you'll have terms that | |
| − | *'''Know Your Limits'''. You should always know your walk-away position. In every negotiation, you'll have terms that | ||
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you can concede and others that you cannot. Understanding this in advance of the negotiation will help you to | you can concede and others that you cannot. Understanding this in advance of the negotiation will help you to | ||
better articulate your views and to avoid wasting a lot of time. Make such terms clear to your client but don't make | better articulate your views and to avoid wasting a lot of time. Make such terms clear to your client but don't make | ||
| − | every point a deal- | + | every point a deal- |
| − | If you're looking for good books about negotiation, I recommend: ''Getting To Yes'' and | + | If you're looking for good books about negotiation, I recommend: ''Getting To Yes'' and ISBN 0553371312 'Getting Past No''. |
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| − | ==Government Contracting== | + | == Government Contracting == |
Let's start things off with "Government Contracting" is hard. It takes a lot of knowledge, experience and effort to become approved as a vendor for any given state or federal entity. | Let's start things off with "Government Contracting" is hard. It takes a lot of knowledge, experience and effort to become approved as a vendor for any given state or federal entity. | ||
| − | [ | + | [http://www.kisbd.com/ The Knowledge Institute for Small Business Development], headed by Dr. Deborah Osgood and Dr. William Osgood, offers a wealth of great resources and experience to draw from. |
| − | ==Govt. Contracting Resources== | + | == Govt. Contracting Resources == |
There is an entire industry to help you (lighten your wallet) in the pursuit of Federal and State dollars. | There is an entire industry to help you (lighten your wallet) in the pursuit of Federal and State dollars. | ||
| − | *http://www.theasbc.org/?page=about_us | + | * http://www.theasbc.org/?page=about_us |
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[[Category:Business Development]] | [[Category:Business Development]] | ||
[[Category:Sales]] | [[Category:Sales]] | ||
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