In a typical Salesforce implementation project, you’re usually asked to provide a work estimate fairly early in the sales process.

The biggest problem with this is, you’re providing a number in a moment when you know the least about the client and the project.

The regular path

  1. The client tells you their technical requirements
  2. You estimate how much time you think it’ll take you to do
  3. You add a 15% buffer
  4. You multiply that number by your hourly rate and submit to the client

What does the client do when they receive your calculation? They build a plan which considers your amount as a price, not an estimate.

And what happens when you go over your estimate, as projects often do?

You probably have an angry client, you eat hours, and you are stressed to deliver fast.

The takeaway
If you’ve ever eaten hours, deep down you know there’s something wrong with hourly billing. You just don’t know what are the viable alternatives.

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