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Contracting: Setting and Meeting Expectations January 28, 2013 Frank Batten School of Leadership and Public Policy, University of Virginia. Begin with the end in mind. You’ll be satisfied if you end the project with:
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Contracting: Setting and Meeting ExpectationsJanuary 28, 2013 Frank Batten School of Leadership and Public Policy, University of Virginia
You’ll be satisfied if you end the project with:
Assess the match between their needs and your expertise and skills
Assess level of risk: Is the assignment realistic? Is the client’s view of the approach the most effective?
Develop your own interpretation of the “presenting problem “
Say “yes” only if you have the skills, or the capacity to learn and excel quickly
Know what you don’t know. Bring in others to assist or offer only the services you know you can deliver
Give your skills a sober and ambitious assessment
Be precise in your estimate of hours
Ask for detailed description of client’s desired outcome.
Spend considerable time understanding the scope and deliverable: do not rush contracting
Break down project into phases for good estimate, i.e.,:
Interviews with key staff and leadership
Writing and revising reports
Analyzing results with team
Meetings with client…..
Estimating work and budget
Be clear what is yours and what the client will do
50/50 is what Flawless Consulting (Block) calls for
Write expectations down, such as:
24-hour turn around on review of documents
Schedule and arrange all meetings. Take minutes
Time with top leadership – CEO and Board
Completion of “homework” on time
Time dedicated to complete the plan or project
Categories can include:
Steps to Take
Deadlines and Deliverables
What are essential pieces of contract?
Requires good estimating skills
Simpler billing process
Predictable revenue stream
Allows for more flexibility in approach
Hourly within Outside Figure
Pay as you go
Unpredictable revenue stream
Less risk of being underpaid
Less chance of being overpaid
Requesting “lump sum” or hourly free