Business Plan Components

My Next Assignments…………

Never have I experienced a hectic period leading up to an assignment like the past few days. I returned from my assignment in Vietnam on the 3rd of February. I was supposed to leave for Indonesia on the 8th for another assignment. However the client was not able to process my visa on time and the assignment was cancelled / postponed. During this period I had to finish 6 Organizational Capacity Assessment Reports. So I was running around trying to process my visa as well as trying to complete the reports before I left for Indonesia.

Once it was clear that I was unable to go to Indonesia I was requested by 3 more clients to submit proposals. One assignment was in Bangladesh and it went very fast; I have already set the travel dates, booked the tickets, got my visa and everything is a go. The other in India went very quick even though I had to finish contracting, setting the travel dates, booking the ticket, and getting my visa to be able to start the assignment in India on the 21st.

The other is indeed a nightmare! I have been discussing with this client since October of 2009. Well believe it; some times a contract can take even longer. I have already done 5 versions of the proposal; and the last. This kind of procrastination by a client signifies all or some of the following:

  • The client is not clear about what they want
  • They are haggling about rates and costs
  • The client is unsure about you and the organization you represent
  • Does not know / have the resources / decision making power to use the results of the assignment

I must say that this client does not know me and the organization. That is why I went through the process of doing 5 versions of the proposal. However now I know it is to do with the rates and costs. This has a critical issue that most consultants do not see; which is the client is likely to not be satisfied with your work no matter how well you do your assignment. This also has the possibility to creating a problem when collecting final payment for the assignment.

My advice (which is what I am doing right now) is to stop doing anymore changes to the proposal and wait for the client to come back to you with a contract with any changes that they feel are important. This way you push the client towards closing (sales cycle) and stop you from spending time (which is money) on an order which may not be profitable.