New to contracting, How do I land that contract

[MakeHaste]

I'm a programmer and have been for the past 5 years.
I know COBOL, VB 3 - 6 Bussy learning Java and have landed some work where I was to learn Prolog, Clipper, PReSS.
Oh yes I know SQL too.

I was wondering how do I find a contract.
I'm not realy going to ask the earth per hour.

And I was thinking of maybe write a contract like the ones a builder would be bound to; Finish the job (or section) then get paid rather than asking an hourly rate.

If some one could please give some advice and maybe an analogy. (A bit of experience required )

 

[JRB-Bldr]

There is no "one and only" contract to use.

NOTE: I am not a lawyer, so the following is based on my personal experience, and is not intended to replace genuine legal advice.

If you are working on a per hour basis, there might be need to be wording describing Days of Week; Hours per Day; Maximum, "Not to Exceed" hours, etc.

If you are working on a per project basis, the wording will be different and usually includes Defined Project Scope, Timeline, Milestones, Deliverables, Early Completion Bonus, Late Penalty, etc.

Also, in spite of it being the "Elephant in the room that no one wants to admit seeing", you generally need to include a clause about how conflicts will be resolved. No one wants to bring up the issue of conflicts at the start of a business engagement, but it is best to have it addressed rather than left hanging.

There are some generic contract templates around on the Web in a variety of places. For example: go to

http://www.dogpile.com

and type CONTRACT FORM SOFTWARE into the search window. Plus your local business supply office or public library often has generic contract forms too.

However, in order to meet your specific needs, they will need to be modified heavily. Remember you need to PROTECT yourself, PROTECT your client, and to ELIMINATE ANY POSSIBLE MISUNDERSTANDINGS!!! It has to be accepstable to BOTH you and your client.

Good Luck,
jrbbldr

 

[MakeHaste]

Um thank you that was very informative but I also wanted to know how do I go and search for a contract...

 

[JRB-Bldr]

Sorry that I initially missed the REAL point of your question.

As a consultant, the BIGGEST determinating factor between success and starving is Marketing. A technically superior consultant will starve without marketing skills while a mediocre consultant with good marketing skills can be raking it in. This is VERY frustrating, but unfortunately that is OFTEN the case.

Additionally time management is critical. Especially as it relates to putting time into (and making that time a PRIORITY) finding and landing that NEXT client BEFORE the current project is complete.

Lastly, and possibly more to your issue, where do you look for the clients? Unfortunately, like my answer on contracts, there is no one single answer for you.

The industry that you focus on may be an issue, the skills you are offering might be an issue, the geographical area you are in might be an issue, your pricing might be an issue, and on, and on, ad nauseum.....

I am certainly no marketing specialist, so take what I say, like my so called "legal" advice above, with a grain of salt. First you need to CLEARLY understand what it is you are offering.
* too narrowly focused?
* too broadly focused?
* just what potential clients need?

Next you need to some what CLEARLY identify your potential market.
* big companies who can affort Big budgets, or smaller companies where you cannot charge as much
* manufacturing companies
* software companies
* business offices
* retail organizations
* financial companies
* etc.

Assuming that you have done the work to create your Marketing foundation, you are ready to begin.

If you are attempting to provide service to EVERYONE, then you need to consider broad spectrum approaches - yellow page ads, newspaper ads, posters /brochures in public places, sign on your vehicle, attend Chamber of Commerce get-togethers, etc.

If you are more narrowly focused, then you need to consider finding company directories from places like the Chamber of Commerce, etc. Look for local industry specific organizations and groups to join. Look through the phone books, etc.

OK, now assuming that you have identified your potential clients, now what? Create a brochure, create an introductory letter, seek out people who might be able to provide a personal contact or, BEST, who might provide a personal introduction or reference.

Remember that your potential clients are not interested in what you have to offer. They are interested in how they can benefit from using your services. Focus your approaches to them accordingly.

Well, once again, I have merely offered generalities to you and no specific answer. There are just too many variables.

Good Luck,
jrbbldr