Many companies are cutting back and delaying new projects after the recent election. As a new solution provider, how do you create a win-win situation for customers who might worry about:

• quality of the solution
• satisfaction with the result
• cost

How can you add value for the customer by reducing risk or cost?

I propose 4 types of customers:

1. Regular customer: straight work for hire.
2. Reference customer: provides a private reference for my work to a potential customer.
3. Sponsor customer: the company is publically promoted as a user of the product.
4. Partner customer: actively promotes the product within their market.

Regular customer

The customer receives a proposal for their project. Engages in discussions regarding the scope of work, pricing, and other details. Once the contract concludes, there is no continued relationship with the client.