Introduction of new officers Passing of business cards and introductions Question brought up about getting video on the web – suggestion made that it be made into a discussion topic – also added use of MSProducer (free download from MS for xp and above) for combining video and PowerPoint slides – does its own video streaming CASE STUDIES Presenters: Bobbi Anderson (Advantage Labs, Inc.), Pamela Grover (Design Tech Consulting, Inc.) and Shelly Hill (Front Porch Web Solutions) Fixed Bid Contracts Important that you determine who the decision-makers are – do you have all the decision makers in on this process -- can be like an iceberg under the water. Add formal approval process – client understands verbal requests may cause an increase – change document Ask right questions right up front (initial contact form) – confidence shows – are you right for me? Can I really help you with a solution? Decision-makers Requirements correct Get back to referrer when you receive referral 5 questions – don’t overload client with information what is your budget – what do you expect to spend ask for down payment invoice remaining (plan and estimate) Let people know you stayed within budget Learned:

• project planning
• Interview people using system
• Planning worksheets to fill out
• Setting expectations

Eye opener on usability – its huge Good faith estimates turn into fixed bid

• scope creep
• show off ourselves
• reverse engineering – I want this exactly same way

Put in free service value to customers OTHER ITEMS Patty.com source of forms on website Sandler Sales Institute – sales training e-mailing list: talk@tcwebpros # # #