Professional Advice
-
Hello, I need some professional advice: I guy just emailed me, inquierng about integrating my software with their products. How does one proceed from this point? Should I ask him if he has any ideas for a deal, or should I propose my own. I have not answered his email yet. Any professionals in the field? John
-
Hello, I need some professional advice: I guy just emailed me, inquierng about integrating my software with their products. How does one proceed from this point? Should I ask him if he has any ideas for a deal, or should I propose my own. I have not answered his email yet. Any professionals in the field? John
John Brume wrote: How does one proceed from this point? Late reply, but I'm replying never the less to show someone cares enough to reply. What you are asking about is the skill of negotiation. It's more of a sales / management skill, I suggest you read a book or two on the subject, before you are put in a similar position again. As to your specific case, each case has too be judged on it's merits in my opinions, so I really can't give you any advice. Regardz Colin J Davies
Sonork ID 100.9197:Colin
You are the intrepid one, always willing to leap into the fray! A serious character flaw, I might add, but entertaining. Said by Roger Wright about me.
-
Hello, I need some professional advice: I guy just emailed me, inquierng about integrating my software with their products. How does one proceed from this point? Should I ask him if he has any ideas for a deal, or should I propose my own. I have not answered his email yet. Any professionals in the field? John
If you want this deal to go through you should be prepared to take the initiative and propose your own deal. In this relationship you are the salesman and he is the potential customer. Your expected role is to convince him of the obvious benifits of going through with the deal and its his role to be reluctant. People expect saleman to be pushy and people expect to be sold before they open their wallets. If you are reluctant or uncertian the deal will fall though. The key here is to come up with a deal that is beneficial to both parties and to convice him of those benifits. Try to see things form his perspective. His alternatives are 1) Purchase or License your software. 2) Delevop the software himself. 3) Not include the software in his product. You need to convice him that #1 is his best option. Then negotiate for price. Try to estimate how essential your software is to his product. Try to estimate how much it would cost him to develop his own software instead of using yours. When estimating development costs factor cosider overhead. If you are dealing with a business rather than an employee factor in the fact that an hour of development probably end up costing twice what the employee takes home. Also consider the fact that developing the software in shop involves risk. There is no guarantee that after spending x amount of time on development that they will have a working product. What you are offering is a known quantity and therefore more valuable than just the time needed to develop the software. Of course your software might not be essential to the product, and the client might chose option #3 over #2 in which case you have to try to guess how much the including the software is worth to the client. Once you think you know what the software is worth form their perspective use double the amount asking price. Insist that this is a fair deal. Allow them to talk you down to the price you feel is reasonable. If that price is still high wait hesitate before going lower. Whatever the price show reluctance to sell at that price, but give in telling him that he drives a hard bargin. Consider licensing your software for use only with the current version of the product. Charge more for an outright surrender of the copywrite. Reach an agreement on maintinence and support. Is the software being sold as is or are you tech support. Will you provide as much support as needed for life or will you expect an hourly fee. If you are responsible for providing support be
-
If you want this deal to go through you should be prepared to take the initiative and propose your own deal. In this relationship you are the salesman and he is the potential customer. Your expected role is to convince him of the obvious benifits of going through with the deal and its his role to be reluctant. People expect saleman to be pushy and people expect to be sold before they open their wallets. If you are reluctant or uncertian the deal will fall though. The key here is to come up with a deal that is beneficial to both parties and to convice him of those benifits. Try to see things form his perspective. His alternatives are 1) Purchase or License your software. 2) Delevop the software himself. 3) Not include the software in his product. You need to convice him that #1 is his best option. Then negotiate for price. Try to estimate how essential your software is to his product. Try to estimate how much it would cost him to develop his own software instead of using yours. When estimating development costs factor cosider overhead. If you are dealing with a business rather than an employee factor in the fact that an hour of development probably end up costing twice what the employee takes home. Also consider the fact that developing the software in shop involves risk. There is no guarantee that after spending x amount of time on development that they will have a working product. What you are offering is a known quantity and therefore more valuable than just the time needed to develop the software. Of course your software might not be essential to the product, and the client might chose option #3 over #2 in which case you have to try to guess how much the including the software is worth to the client. Once you think you know what the software is worth form their perspective use double the amount asking price. Insist that this is a fair deal. Allow them to talk you down to the price you feel is reasonable. If that price is still high wait hesitate before going lower. Whatever the price show reluctance to sell at that price, but give in telling him that he drives a hard bargin. Consider licensing your software for use only with the current version of the product. Charge more for an outright surrender of the copywrite. Reach an agreement on maintinence and support. Is the software being sold as is or are you tech support. Will you provide as much support as needed for life or will you expect an hourly fee. If you are responsible for providing support be
Hey, thats super good, real world, common sense knowledge ! Well said ! Regardz Colin J Davies
Sonork ID 100.9197:Colin
You are the intrepid one, always willing to leap into the fray! A serious character flaw, I might add, but entertaining. Said by Roger Wright about me.