Shall I Just Do The Work For Free?!?!!

On a bit of a ranting theme following Carl's post about reducing quote prices

I have a potential client who has asked for so much detail in the scoping of the project that I'm beginning to think she's just getting enough info to go away and try to do the work herself or get someone else to finish it on the cheap...

...on the other hand I think theres a possibility she probably thinks I am being deliberately obtuse when I don't give her all the info she's asking for

It's getting to the point where I think I should just be much more blunt and ask "do you want me to do the work or not?"

Anyone else have this problem?

Be blunt.

Is she in HR or trying to cover HR?

Director of her own business - wants contracts / policies etc from me for  her staff team

I'd say your instinct would likely be correct! This is common practice in a lot of industries unfortunately. They fish, they say no then they do it themselves.

Agreed with Chris, be blunt!

This is one of the reasons I hate offering a service over a physical product. 

Yep, very common in my field - Most people can think they can make Excel do what ever they want, so they just want to pick my brains about how we would go about a project. So when I feel its going down that path I stop talking about how we will do things and just talk about the end results and how much it will cost them.

If they are looking to spec things out and keep asking about specific elements I tell them those final details wont be decided upon until I actually get the job and start programming. I just tell them how much and what the final results will be

Tell them what is in the box and how much it will cost to buy.

If they want what is in the box they need to pay for it.

Sam, How about offering to do all the leg work etc. but for £500 fee which will come off the end price if she goes ahead (can be more or less than this amount, not sure what you are doing there)...

That way... you will get paid for the work and she gets the best job done by you... 

Sam, similar situation. 

While some of my clients undertand there is a break point, many do not. They will keep pushing for more 'how to's. No one should be expected to trot out their life's work and knowledge and not be paid for it. 

The trigger for me now is to take them from a pay as you go with ad hoc payments, to a 'one monthly fee' brand manager concept. Now, as well as the agreed marketing strategy, they can ask what they like, when they like. 

Paul

I regularly get possibles like this - essentially they have no intention of employing me but want ideas and suggestions (they then get their mate to do the job for £50).
Early on it gets to a point where I say that to progress we need a meeting where we can discuss what's required and the time/ budget.

If they are BSing they cannot be bothered to have a meeting and therefore waste no more of my time.

Of course not saying this you Sam, but I've experienced it from the other side where trying to buy something and the person is so ridiculously vague about what the service entails because i haven't appointed them yet that i ended up just walking away and buying from someone who would tell me.

Not all customers are trying to take the piss they're just being cautious. It's quite the balancing act. 

It's much the same in the world of mortgage advice.

Many enquirers show unbelievable amounts of interest (particularly those who enquire online) but when any potential fees are mentioned, suddenly turn quiet - not returning calls or emails.

I guess it's just one of the dangers of self employment, unfortunately it took a couple of instances when I got my fingers burnt for me to learn...all you can do is be clear and honest.

I've had this too Sam - nowadays if I find someone getting too involved with the 'how' questions, I gently explain that what I can provide them with is the solution - the end result. If they would like to know the intricacies of 'how' I get to that result, so perhaps they can implement by themselves I'd be more than happy to explain it at my normal consultancy rate. 

It usually sorts the tyre kickers...

It is a difficult balance. It depends on what is requested and how long it will take you to prepare. Is it an outline, or a detailed checklist? I have learned on a number of occassions that the ones that keep asking, are the ones that keep expecting your time for free. The ones that have decided to work with you, will commit and may want you to give preliminary advice to enable them to justify the costs internally.

I agree about the balancing act Danny - feel quite confident in this case howver that they've had plenty enough info - I had an initial 2 hour meeting with them, sent them an outline of my suggestions with costs, have introduced them to a solicitor, an IFA and a Health & Safety expert to meet  the requirements i can't fulfill and have answered several further queries - that's it now - it's time to buy or bog off!