When you develop a WordPress based project for a client in an Agile way, you deliver working features on a frequent basis, such as weekly, as you build out the project. This allows for review, feedback, and adapting to change. Evolving business requirements are welcome in an Agile process, instead of a source of frustration.
The problem is, even if clients think an Agile approach sounds good, they almost always have a preference for traditional Fixed Price, Fixed Scope contracts. These contracts, with detailed specifications, costs, and delivery dates, contradict the Agile approach, but they provide clients them with a sense of security and confidence that they will get what they want.
How do you convince them a traditional contract is actually riskier than they think, and persuade them to instead sign a contract that facilities Agile development? This is the most significant challenge facing consultants who want to follow Agile practices. At PromptWorks we use Time & Materials contracts with our clients, and we have signed over 30 of them in the past 2 years. In this talk we’ll discuss:
- What different types of contracts imply about the nature of the relationship with your client, and what it means for it to be a professional relationship of equals. Risk and reward should be shared, and the relationship should feel like a partnership.
- The persuasion and negotiation process for getting your prospective clients to sign a Time & Materials contract. We’ll discuss real-life situations from our experience at PromptWorks.
- PromptWorks’ typical project proposal, Master Service Agreement, and Scope of Work documents. We’ll highlight key aspects of our approach, and things to look out for if you have to use contract documents provided by your client.
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