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New client? Get it in writing!
by Cathy Goodwin, Ph.D.
Hortensia was thrilled when she landed her first web design client. She hadn't been eager to start a business. However, like many mid-career executives experiencing layoffs, she realized her industry was dying and going solo was, well, the way to go. When she called, my first tip was, 'Get out and celebrate!'
My second tip was, 'Get an agreement. In writing!'
Like many smart new business owners, Hortensia's first priority was marketing. But she had purchased several books with titles like 'Getting started in your own web business.' And sure enough, one of those books included a sample agreement.
If Hortensia hadn't founded a sample agreement, I would have suggested she surf the web. Typing 'contract' plus your form of service will often pull up examples you can use to get started.
Sample agreements usually are created by experienced business owners. They help you identify your client's hot buttons: price, delivery date, guarantees, and more. Each field will be different. For instance, if you're a web designer, who will be responsible for the images you use on a website? If your client supplies images or copy, make sure she agrees in writing to be responsible for any possible copyright claims.
Will your ability to perform your job be affected by what your client gives you? Make sure he understands you can't meet a deadline if he hasn't delivered all the copy by a certain date.
What exactly will you do? Many a client begins with, 'I want to make some tweaks,' and ends with so many requests, you're really doing an overhaul.
What if your client is a friend?
Tim's neighbor belonged to a service club. Tim agreed to help his neighbor write a press release for a special event to be held February 15. Right after New Year's Day, Tim's phone rang.
'Where's the release?' demanded the neighbor.
'The local paper won't print anything this far ahead!' Tim was honestly baffled.
'It's not for the press! Our group's newsletter goes out next week and we need this announcement!'
Tim dashed off a release and vowed to get written agreements next time - with a mention of delivery dates.
Many people - even managers and professionals -- are not accustomed to delegating jobs, hiring expertise or committing to deadlines. They don't realize what you need to do the job. And they have short memories.
One graduate student thought his dissertation deadline was extended thirty days - but his advisor recalled only a one week extension. Big difference!
Many career gurus advise corporate executives to negotiate written agreements when they get a new job or a new boss. If your company's style calls for informality, you can draft a memo that sounds friendly and supportive, not legalistic.
Some organizations and some industries run on a handshake and everybody's happy. But other times, you'll hear, 'We all agree on everything,' and learn - too late - that some of these happy people are signing severance agreements behind closed doors.
These days, I would consider written agreements even for lawn mowing, house cleaning and dog washing services. I'm constantly amazed at the way instructions can be interpreted. You say, 'If you have time, please trim the bushes.' Your eager helper hears, 'I'll pay extra if you need more time.'
Last year, my dog was left alone, in an unfenced yard, by a professional sitter who was known for being conscientious and caring. As some ezine readers will remember, she was attacked by another dog and suffered serious injuries. Ever since, I leave written instructions, even for sitters who have been here a dozen times: 'Never, ever leave Keesha outside alone - even for two minutes! And she must always be on a leash when she leaves my yard. No exceptions!'
Nobody's complained. In fact, I think everyone appreciates knowing what's expected. Even the dog.
Cathy Goodwin, Ph.D., is an author, speaker and career/business consultant. Your Next Move Ezine: Read one each week and watch your choices grow! mailto:subscribe@cathygoodwin.com http://www.cathygoodwin.com http://www.makewritingpay.com http://www.cathygoodwin.com/subscribe.html
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