RE: UKNM: top 10 client questions

[Toby Hopkins]

upfront about money from the start.  Noone much likes talking about money

(except Murdoch maybe) but you have to do it, and be obscenely explicit

about it.  Before they agree to hire you, you must go through the whole

money thing.

	Ask them how they get the bills paid - who has to authorise, do they

have to wait on money coming in before they pay out, what their normal terms

are, what payment terms they expect from people giving them money, what they

do when they have  a creditor who needs payment urgently.  Make them think

about the situation  of paying you late before you get there:  "Mr Client,

what do you think will happen if you don't pay me at the end of the month?

Will I be able to afford to keep working for you?  Will my children go

hungry?  What can you do to get the money out of your accounts dept in that

situation?"   Get a clear future about how much, when & by what means you

are going to be paid - & the minute that they fail to deliver on any element

of this process, ring them up and say "on 18th Jan you said you would... &

now you are....  What are you going to do to put that right?"   

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	And on top 10 client questions, before anything about the website,

ask:

	What is your business?

	How do you get things done here?  Who does what and why?  



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