[thelist] Advice on Getting That First Client

[Martin]

On Sunday, May 12, 2002, at 10:52  am, Ben Henick wrote:

> Educating the client on how to derive their site's TCO can be... tiring,
> because it can be difficult to drop a number that will be in the
> thousands
> of dollars for even the smallest clients.  Done properly, it can also
> get
> the client thinking about how to generate first order ROI, an objective
> that requires additional expenditures.  ;-)

Useful reading - Cost-Justifying Usability, Randolph Bias & Deborah
Mayhew.
http://www.amazon.co.uk/exec/obidos/ASIN/0120958104/martin043
(usual Amazon associates disclosure - other fine vendors blah blah)

There's a lot of useful stuff in there about business cases, ROI
and how to make the case to a client, which will apply to any work,
not just to usability.

(hmm - if I get time I may well write something up about it, using
the dreaded NPV/DCF calculation)

Cheers
Martin
_______________________________________________
email: martin at easyweb.co.uk             PGP ID:	0xA835CCCB
	martin at members.evolt.org      snailmail:	30 Shandon Place
   tel:	+44 (0)774 063 9985				Edinburgh,
   url:	http://www.easyweb.co.uk			Scotland