PKF Texas: The Entrepreneur’s Playbook® - Scope, Cost, and Timing

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Greg Price
Episode: 330
October 01, 2011

Summary:

Client expectations are important when writing proposals. Greg Price offers critical comments when considering how to approach prospects.

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Greg: This is Greg Price with PKF Texas' Entrepreneur's Playbook. When you start the proposal process with a prospect, you should immediately consider the client's expectations regarding three aspects of the project: Scope, cost and timing. Be sure it's clear which of these attributes is the most important to your prospect or client. For example, if a customer has budget constraints placed on them by the investors then cost is probably their main concern.

Others may have compliance issues and scope is the most important consideration or going live on a system by the start of the next fiscal year, particularly in the last quarter of that year means time is probably the most important issue for them and just because one issue is seen as more significant than the other doesn't mean the others are not important, either. Remember scope, cost and timing are interdependent. For example if you want your scope to increase, it will, very likely, increase the cost. If you want more functionality, the timing could change as well. We have learned, over the years, how important it is to determine what matters more to the client and to communicate when reality is deviating from expectations but it's equally for clients to consider this before they begin to talk to consultants for a project. When both sides are honest and realistic in regards to scope, cost and timing, success usually follows.

To read and comment on the PKF Texas' Entrepreneur's Playbook, visit my blog, from gregshead.com, PKF Texas, CPA's and Professional Advisors.