Have a framework template

Know your market

Know your network

Define what you’re going to do to the client

=> SOW (Statement Of Work) which should be specified in the PO (Purchase Order)

Verasage:http://www.verasage.com/

IP transfer (intellectual property transfer)

Money

- sales

** x-selling / up-selling

** close = process

- getting paid

** value of what I'm doing

** getting around to charging

** asking for money

** setting rates / pricing strategies

- profit sharing

** working with start-ups

** risk sharing

All this is about profit or loss.

Starting point: pitching.

Walk away from bad clients.

No whoring. Strategy: set aside when times are good so you can ride out the bad times. Once a whore, always a whore.

What will determine where you go with a client is the relationship you have with him.

SOW = Statement of Work / Purchase Order

Verasage strategy.

Set a follow-up meeting to close.

Dennis believes in give 80% IP away for free. 20% left is for $£€.

Here's my capture of the chart Dennis created in the session. (Not had chance to add all the lines yet, but you'll remember the session)

<div class="thumbnail"><a href="http://skitch.com/jamesward/i3xt/finance"><img src="http://img.skitch.com/20080912-82p7y5ifwfm43j4farnj2tb994.preview.jpg" alt="Finance" /></a><br /><span style="font-family: Lucida Grande, Trebuchet, sans-serif, Helvetica, Arial; font-size: 10px; color: #808080">Uploaded with <a href="http://plasq.com/">plasq</a>'s <a href="http://skitch.com">Skitch</a>!</span></div>