Before you can figure out what to propose,you must know how the client will judge Success. What is the client trying to accomplish and what is he or she trying to avoid? Delivering the right results through your solution is usually more important than quoting the lowest price . In fact ,it's the definition of value.
Compelling value usually comes from a solution that goes beyond merely solving the problem to deliver important improvements. Understood in this sense, results are improvements in an organization's ability to achieve its objectives and function efficiently and profitably.
Ultimately, you have to ask the customer what he or she values. When you look back on this project,what do you hope to see as a consequence? How will the organization be better than it is now? What measures will you use to determine whether or not you got good value for the money?
As you question your customer about how he or she will measure Success, make sure the results and outcomes you are noting meet three criteria:
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