Every time your organization makes a project proposal, do they win that business? If so, wow, you work for the greatest company on Earth. It is more likely that many projects slip away from you though. That is normal. What is also normal is that, sometimes, these projects boomerang back to your business for one reason or another. You need to be prepared to work on these projects that you thought got away from you. In an article for Project Times, Brad Egeland shares some advice to do that.
It Came Back
The first proposal you made may not exactly fit the needs of the client anymore, especially if work has already begun on the project by now. Judge the new landscape of the project and settle on a new price that is more concerned with getting the project done right, rather than done cheap (since the emphasis is no longer on “winning” work). All the same, Egeland says not to make a client feel guilty about not coming to you in the first place. Rather, it is better form to express delight that the client eventually wound up with you, and to try and offer something extra for free to emphasize that. That free thing might be free training, or a free deliverable—whatever will not break the bank for you.
Another thing Egeland says is to look for opportunities to try new things on the project:
Do you or your organization have an area of interest and innovation but not – or maybe any – experience with it? Include it in the new proposal or possibly offer it as a new concept or addition to the project. I don’t have much experience with virtual desktop interfaces or white papers, but I knew the client had interests and needs there so when they came back to me I offered to provide that service as well. It not only made the client happy, it gave me experience with two things I wanted to try and made money for me then and in the future as well. Win-win. Try something new and be innovative. You’ll likely perform better on it than you fear…
For additional thoughts on how to handle a returning project, you can view the original article here: https://www.projecttimes.com/articles/be-prepared-for-the-returning-project.html