| Topic | Presenter | Summary | Duration | Tags | Certification Quiz | Captions |
| --------------------------- | ------------ | ---------------------------------------------------------------------------------------------------------------------------------------------- | -------- | --------------------------------------------------------------------------- | ------------------------------------------------------------------------------------------------------------------- | ------------------------------------------------------------------------------------------------------------------------- |
| How a Lead Becomes a Client | Philip Ganoe | In this video, Philip explains how we get our leads, how the leads are qualified, and gives a general overview of how clients are established. | 49:34 | #SalesLeads, #Onboarding, #NewHireOnboarding, #ClarityNewHire, ClaritySales | Onboarding: From a lead to a Client | Sales_Leads_AutoGeneratedCaption.txt |00:00:06.150 --> 00:00:12.002 - Uh, I'm just going to kind of show you what I do. A bit 00:00:12.002 --> 00:00:13.256 - awesome. Um 'cause? 00:00:13.770 --> 00:00:18.502 - I'm gonna basically talk to so we use Zoho. I don't know if 00:00:18.502 --> 00:00:22.506 - you've ever used that CRM before. Yeah, so we use zoho. 00:00:22.506 --> 00:00:27.602 - Uhm, so I'm going to kind of run through like the leads. And you 00:00:27.602 --> 00:00:32.334 - know what we do there? And kind of our thought process and um 00:00:32.334 --> 00:00:36.338 - and then look to kind of, you know shows surrounding material 00:00:36.338 --> 00:00:38.158 - that I use as well. 00:00:38.200 --> 00:00:43.296 - I'm doing my daily task, but basically what we try to do is 00:00:43.296 --> 00:00:48.000 - we get a lot of our leads from, uh, just SCO work. 00:00:48.620 --> 00:00:54.654 - So we have a lot of a lot of incoming leads that come through 00:00:54.654 --> 00:00:59.826 - what we call RFQ. Request for quote, and it is something where 00:00:59.826 --> 00:01:02.412 - we look to have to get. 00:01:04.070 --> 00:01:07.450 - A bunch of our cues coming through because obviously a 00:01:07.450 --> 00:01:11.844 - lot of those are not going to go, so you you know you 00:01:11.844 --> 00:01:15.562 - have to have you know 50 of those things coming through 00:01:15.562 --> 00:01:19.618 - for us to get like a, you know, you know, through four 00:01:19.618 --> 00:01:21.646 - OPS out of that and then. 00:01:23.170 --> 00:01:26.866 - The hope is that you know, out of a handful of opportunities 00:01:26.866 --> 00:01:28.714 - you know you're going to close 00:01:28.714 --> 00:01:33.428 - one of those. And so that's pretty much kind of the funnel 00:01:33.428 --> 00:01:38.858 - that we look to do there. So as you can see, like this is kind 00:01:38.858 --> 00:01:43.926 - of a dashboard that shows a bit about so you can see for the 00:01:43.926 --> 00:01:46.460 - week we've had 11 new leads come 00:01:46.460 --> 00:01:52.420 - in. Uhm, you know for the month we've had 42 so so far. 00:01:53.140 --> 00:01:59.150 - And Uhm. And you can see that I'm currently overdue for 12 00:01:59.150 --> 00:02:03.583 - activities, so you don't just pretend like you don't see that. 00:02:03.590 --> 00:02:08.784 - Not, uh, so then, uh, you know this is that this is pretty much 00:02:08.784 --> 00:02:13.607 - what you know what we're running as far as our funnel, uh, is 00:02:13.607 --> 00:02:18.059 - concerned an we you know, kind of track lead quality as they're 00:02:18.059 --> 00:02:23.253 - coming in so we get a sense of you know, are we seeing really 00:02:23.253 --> 00:02:26.221 - high quality leads right now? Uh, if not. 00:02:26.810 --> 00:02:31.463 - You know marketing. What do you thinks? Going on? Let's dive 00:02:31.463 --> 00:02:36.539 - into that and we basically try to dissect the direction of our 00:02:36.539 --> 00:02:40.769 - ongoing SCO efforts to ensure that we're getting is quality 00:02:40.769 --> 00:02:43.307 - leads is possible. Coming in all 00:02:43.307 --> 00:02:50.426 - the time. And for the most part, we get most of our leads through 00:02:50.426 --> 00:02:55.521 - ARQ. Um chat, so we do engage you. Probably already seen that, 00:02:55.521 --> 00:03:00.214 - uh, we do engage up on the site when somebody is looking around. 00:03:00.930 --> 00:03:04.670 - And, uh, lead works. Which, uh, I mentioned this briefly 00:03:04.670 --> 00:03:09.532 - to you in the first call, but lead works is is the software 00:03:09.532 --> 00:03:12.524 - that we use that basically track site visitors. 00:03:13.550 --> 00:03:18.814 - And so we go back into that list daily and look at who's hitting 00:03:18.814 --> 00:03:23.326 - our site. I mean, you know if you're if you're seeing some 00:03:23.326 --> 00:03:27.086 - quality companies hitting our site engaging in some pages for, 00:03:27.086 --> 00:03:28.590 - uh, you know for. 00:03:29.260 --> 00:03:32.809 - You know a fair, fairly good length of time and you know, not 00:03:32.809 --> 00:03:36.085 - bouncing after a second or two you know those are things that 00:03:36.085 --> 00:03:39.634 - were going to probably reach out to them and just ensure that you 00:03:39.634 --> 00:03:42.637 - know. Did you have any other questions? Did you get 'cause 00:03:42.637 --> 00:03:45.913 - you know? If they these will be ones? Obviously that did not 00:03:45.913 --> 00:03:47.278 - actually submit in our few 00:03:47.278 --> 00:03:52.850 - requests. And so we try to get additional, uh, engagement 00:03:52.850 --> 00:03:57.750 - there, um, and that's, uh, some stuff that, um, Jeremy. 00:03:58.320 --> 00:04:02.220 - Well, I'm kind of rundown and he looks after those. 00:04:03.240 --> 00:04:08.336 - So this is so. This is kinda, you know what we do here. You 00:04:08.336 --> 00:04:12.704 - will likely probably not have a lot of engagement in Zoho on 00:04:12.704 --> 00:04:17.800 - your end. Uh, but I at least kind of want to show you this. 00:04:18.320 --> 00:04:22.856 - Um and let you kind of know what we're doing on this end, usually 00:04:22.856 --> 00:04:27.068 - with leads, an, uh, just kind of give you, you know, a sense. 00:04:27.720 --> 00:04:32.984 - Here you know this this is this is what it looks like and we 00:04:32.984 --> 00:04:37.120 - have kind of some, uh, you know automation surrounding uh, you 00:04:37.120 --> 00:04:42.760 - know the activities that will do so? I mean I'm going to if I hit 00:04:42.760 --> 00:04:46.896 - you know, left voicemail I'm not going to hit another button. 00:04:46.896 --> 00:04:51.408 - That's basically, you know I I sent my email, it's going to 00:04:51.408 --> 00:04:55.920 - automatically set me up to start doing some next next tasks as 00:04:55.920 --> 00:04:57.800 - well. Moving forward from there 00:04:57.800 --> 00:05:02.730 - so. That's kind of what we do there when just just show you. 00:05:03.250 --> 00:05:05.770 - So these are RF cues. 00:05:06.750 --> 00:05:11.346 - You know now this one. I obviously can see it. This is 00:05:11.346 --> 00:05:13.644 - not. This is not high quality. 00:05:13.660 --> 00:05:18.002 - Any any time that, uh, we're not getting a true phone number and 00:05:18.002 --> 00:05:22.678 - it's a, you know, a lot of times. If it's a Gmail, you know 00:05:22.678 --> 00:05:26.686 - that kind of tells you a little something. But yeah, Yeah. But 00:05:26.686 --> 00:05:29.358 - when they give absolutely no information whatsoever, it's 00:05:29.358 --> 00:05:31.028 - probably not a good app. 00:05:31.720 --> 00:05:36.704 - Uhm, but you, you know, as you can see, like if they if they're 00:05:36.704 --> 00:05:40.620 - actually giving some amount of detail, you know, uh, of what 00:05:40.620 --> 00:05:43.824 - they might be looking for. That's really where were. 00:05:44.710 --> 00:05:47.464 - You know, looking for that 'cause usually there more 00:05:47.464 --> 00:05:48.994 - serious when they're giving some 00:05:48.994 --> 00:05:53.982 - information. Um, so this is so this is. This is what we're 00:05:53.982 --> 00:05:58.074 - basically, uh, you know, really kind of bringing most of the 00:05:58.074 --> 00:05:59.934 - opportunities that we get into. 00:06:01.230 --> 00:06:05.740 - Clarity so uhm, I work these personally Jeremy does. Uh 00:06:05.740 --> 00:06:12.054 - sometimes I'll ask him to jump in on some, but this is this is 00:06:12.054 --> 00:06:17.466 - pretty much my main job is to make sure we're running these 00:06:17.466 --> 00:06:20.172 - down an working him to the 00:06:20.172 --> 00:06:26.037 - fullest. And. From there you know we just we're 00:06:26.037 --> 00:06:27.240 - going to, uh. 00:06:29.920 --> 00:06:34.509 - We're going to just kind of I. I'm I'm basically going to track 00:06:34.509 --> 00:06:38.392 - the progress. Uh, you know, through zojo so that we're going 00:06:38.392 --> 00:06:42.981 - to be seeing you know everything that's going on. So I have we 00:06:42.981 --> 00:06:46.864 - have weekly sales meetings where I basically, you know, run down 00:06:46.864 --> 00:06:47.923 - all this information. 00:06:48.520 --> 00:06:54.540 - And then we also, uh, like for deals. So these are like my my 00:06:54.540 --> 00:06:58.840 - engaged. I guess you could say you know hot deals. 00:06:59.390 --> 00:07:04.880 - Where were actually, uh, you know, talking to these people, 00:07:04.880 --> 00:07:09.912 - we've. Definitely. I've made sure there's a need there. They 00:07:09.912 --> 00:07:15.168 - look to have budget UM in and so these would be opportunities 00:07:15.168 --> 00:07:16.920 - that we actually would. 00:07:17.490 --> 00:07:20.614 - You know that I'm that I'm working and trying to bring 00:07:20.614 --> 00:07:25.947 - through the funnel. And, uh, so I'll run through all of these 00:07:25.947 --> 00:07:31.446 - kind of giving a, you know, a status of where they're at. And 00:07:31.446 --> 00:07:36.522 - um, in the varying stages, uh, where we're sitting kind of last 00:07:36.522 --> 00:07:38.214 - activity type of stuff. 00:07:38.850 --> 00:07:43.910 - And just make sure that this. I guess this page specifically 00:07:43.910 --> 00:07:47.130 - does at least let you like see 00:07:47.130 --> 00:07:52.446 - that status. Oh yeah, So what I do is see this description right 00:07:52.446 --> 00:07:56.032 - here. Yeah, so one of the things that I do is. 00:07:56.630 --> 00:08:01.348 - When so when you when you go into this you know it kind of 00:08:01.348 --> 00:08:06.066 - gives the high level of you know what's going on. But, uh, what I 00:08:06.066 --> 00:08:10.110 - do is when you're in edit mode on this, there's actually just 00:08:10.110 --> 00:08:14.491 - like a description that shows. So what I try to do with that 00:08:14.491 --> 00:08:18.198 - description box is my last activity. I will. I will give 00:08:18.198 --> 00:08:21.905 - the status. Oh cool, so that. That way when I'm rolling 00:08:21.905 --> 00:08:25.949 - through these with the company I'm going to, I'm going to be 00:08:25.949 --> 00:08:26.960 - able to actually. 00:08:27.020 --> 00:08:32.036 - Remember where this is? Yeah, and talk to that so these nodes 00:08:32.036 --> 00:08:36.634 - right here is usually what I'm using when I'm running through 00:08:36.634 --> 00:08:40.814 - the status of everyone of our opportunities and where they're 00:08:40.814 --> 00:08:44.990 - at and. Obviously if there is any feedback or you know. 00:08:45.870 --> 00:08:49.630 - Chris Reddick might say, you know, hey, Phillip, ever tried 00:08:49.630 --> 00:08:54.894 - this? Have you seen him that you know we could do this or you 00:08:54.894 --> 00:08:59.406 - know whatever kind of feedback? So this is where myself and Ron 00:08:59.406 --> 00:09:03.918 - and Chris Redican, Jeremy and Riley. I don't know if you met 00:09:03.918 --> 00:09:08.430 - Riley. Yeah, he helps in the marketing area and so we all 00:09:08.430 --> 00:09:12.942 - just get together and we work through these and try to figure 00:09:12.942 --> 00:09:15.950 - out what we can do to pull these 00:09:15.950 --> 00:09:20.552 - in. And, uh, just make sure that that everybody has status on 00:09:20.552 --> 00:09:25.016 - stuff like that. And so we look to bring these through an 00:09:25.016 --> 00:09:29.852 - obviously once we start to to kind of get him to the point 00:09:29.852 --> 00:09:34.316 - where they were like, OK, well, you know this all sounds good. 00:09:34.316 --> 00:09:37.664 - Sometimes they're wanting references, uhm, you know an an. 00:09:37.664 --> 00:09:42.500 - I'll have to rundown references which you know as a side note on 00:09:42.500 --> 00:09:46.220 - references 'cause we didn't really get into this on the 00:09:46.220 --> 00:09:48.452 - first call, but one of the 00:09:48.452 --> 00:09:54.903 - things that. You know are just so so important for us is, uh, 00:09:54.903 --> 00:10:00.546 - is is getting these projects done where they can actually be 00:10:00.546 --> 00:10:05.676 - a referenceable account? You're really going to want to make 00:10:05.676 --> 00:10:13.310 - sure. That you are documenting everything that you do like you 00:10:13.310 --> 00:10:20.592 - really want to try to to ensure that if they're giving 00:10:20.592 --> 00:10:23.240 - you specific directions or. 00:10:25.030 --> 00:10:28.480 - Possible things that they've done. You know that could come 00:10:28.480 --> 00:10:32.275 - up later. You know you just kinda wanna document that an, 00:10:32.275 --> 00:10:35.725 - uh, you know. Obviously if you're going, if you're doing 00:10:35.725 --> 00:10:38.830 - the communication through base camp, that definitely just kind 00:10:38.830 --> 00:10:42.280 - of helps for that. Obviously you're going to have phone 00:10:42.280 --> 00:10:44.005 - calls. Sometimes if I'm you. 00:10:44.600 --> 00:10:48.570 - I'm going to take notes on that call, especially specific 00:10:48.570 --> 00:10:52.937 - directives, uh, a team session like this, or go to meeting, 00:10:52.937 --> 00:10:57.701 - and, uh, so those are the typical tools that will use to 00:10:57.701 --> 00:11:01.671 - interact with the clients in a session. Sometimes you know 00:11:01.671 --> 00:11:05.641 - you're just going to just column, you know, and and 00:11:05.641 --> 00:11:10.008 - listen. I'm forward the calling, so don't get me wrong, even 00:11:10.008 --> 00:11:11.993 - though I think documentation is. 00:11:12.670 --> 00:11:16.546 - Is very key in our line of business? Um, uh, because you 00:11:16.546 --> 00:11:20.422 - know a client, will you know they will tell you? Approved in 00:11:20.422 --> 00:11:24.298 - this change of scope? I know it's icy. It's gonna affect it 00:11:24.298 --> 00:11:28.820 - by 10 grand. It's going to be added. I see that it's going to 00:11:28.820 --> 00:11:32.373 - probably add a month of our timeline and then they're going 00:11:32.373 --> 00:11:36.249 - to totally forget that it added 10 grand in a month. Other 00:11:36.249 --> 00:11:38.736 - timeline. I'm ugly. Unfortunately, that's just the 00:11:38.736 --> 00:11:42.795 - way it is. You know, they're they're. They're just gonna have 00:11:42.795 --> 00:11:47.223 - that kind of just. You know, once once it starts in their 00:11:47.223 --> 00:11:50.544 - eyes getting delayed all of sudden they've forgotten. So 00:11:50.544 --> 00:11:54.972 - when you do these phone calls, you know like I said, sometimes 00:11:54.972 --> 00:11:59.769 - you're just going to straight up phone call and I think that is 00:11:59.769 --> 00:12:03.828 - very important and key sometimes too, because one thing that you 00:12:03.828 --> 00:12:08.256 - know. If I could suggest this as much as possible to project 00:12:08.256 --> 00:12:13.264 - managers. If you have to go back and forth with a client like 00:12:13.264 --> 00:12:16.342 - let's say good, you're just messaging through base camp, 00:12:16.342 --> 00:12:20.446 - right? Yeah, and you're trying to lock down some reasoning on a 00:12:20.446 --> 00:12:24.892 - task or something about that you know about a task of defining it 00:12:24.892 --> 00:12:26.602 - more, whatever it might be. 00:12:27.680 --> 00:12:32.997 - You might sometimes go back and forth and it you know 68 times 00:12:32.997 --> 00:12:38.314 - and it might. It might take. It might go from like a deck 00:12:38.314 --> 00:12:42.404 - because there's like delays and responses back and forth. It 00:12:42.404 --> 00:12:47.721 - might take a day or two days and there's times were just picking 00:12:47.721 --> 00:12:53.038 - up the phone and having a quick call could have just taking that 00:12:53.038 --> 00:12:58.355 - and fix the whole thing like it would not have lasted two days. 00:12:58.355 --> 00:12:59.991 - The bottom line is. 00:13:00.000 --> 00:13:04.485 - Uhm, I think of just trying to be as efficient as possible in 00:13:04.485 --> 00:13:07.590 - sometime that's realizing that the messaging. Maybe you just 00:13:07.590 --> 00:13:12.075 - need to do a call, you know an it's. It could fix something 00:13:12.075 --> 00:13:16.560 - really quickly and so it's kind of a fine line. You have to 00:13:16.560 --> 00:13:21.045 - ride, but even after that call, which was my main point there, I 00:13:21.045 --> 00:13:25.530 - would back it up with a message to base camp. Thanks for the 00:13:25.530 --> 00:13:29.670 - call. Just to reiterate what we said blah blah blah blah blah. 00:13:30.280 --> 00:13:34.456 - You know, and that way it's documented in base camp and uh, 00:13:34.456 --> 00:13:36.892 - and you can always pull it back 00:13:36.892 --> 00:13:42.080 - up. So the bottom line is though, is just trying to 00:13:42.080 --> 00:13:45.408 - complete always communicate because it's it's, uh, that's 00:13:45.408 --> 00:13:50.400 - that's another one. When I'm being reached out to now I'm I'm 00:13:50.400 --> 00:13:55.434 - not hearing. You know enough status or whatever it might be, 00:13:55.434 --> 00:13:58.638 - and so just make sure it's constant constant communication, 00:13:58.638 --> 00:14:02.910 - even if it's having to tell them that it's delayed. Yeah, it's 00:14:02.910 --> 00:14:06.826 - like that's very important as well. As you know, sometimes I 00:14:06.826 --> 00:14:11.454 - know it's just like human nature we like, Oh, I don't want to 00:14:11.454 --> 00:14:12.878 - make that call, but. 00:14:12.880 --> 00:14:16.528 - It's unfortunately only compounds the problem when you 00:14:16.528 --> 00:14:20.176 - don't. You know, don't communicate, so that's really 00:14:20.176 --> 00:14:25.648 - appreciate it in the long run. An uhm, you know. The bottom 00:14:25.648 --> 00:14:30.664 - line is is many reference obel accounts that we can possibly 00:14:30.664 --> 00:14:36.592 - get. Makes my job just a little bit easier, you know, because if 00:14:36.592 --> 00:14:42.520 - I you know the bottom line is, there's not. You know, I'm just 00:14:42.520 --> 00:14:43.888 - asking my client. 00:14:43.910 --> 00:14:49.539 - For clients to jump on with a stranger and talk about us, you 00:14:49.539 --> 00:14:53.869 - know, not a lot of people love to do that. 00:14:53.880 --> 00:14:58.472 - It's not first on their list it. Yeah, yeah, sure, I'll jump on a 00:14:58.472 --> 00:15:02.736 - phone call with some guy. Don't know and you know and and talk 00:15:02.736 --> 00:15:06.344 - to our project. You know, so people aren't jumping out of 00:15:06.344 --> 00:15:10.280 - their seats to come and help me, you know, be a reference 00:15:10.280 --> 00:15:14.216 - account. So the more people though, that we just really do a 00:15:14.216 --> 00:15:18.152 - good job with an, they can see how much we've strived even 00:15:18.152 --> 00:15:22.819 - through. Some hurdles to come out in the long run in, you 00:15:22.819 --> 00:15:26.209 - know, have a good product project in their eyes overall 00:15:26.209 --> 00:15:29.938 - like that's what we really, really, really need and so that 00:15:29.938 --> 00:15:35.023 - is a kind of a piece that I'll get to. You know, I usually a 00:15:35.023 --> 00:15:40.108 - lot. A lot of times not all the time, but I will be asked for 00:15:40.108 --> 00:15:43.159 - references and you have to go through that piece. 00:15:43.700 --> 00:15:51.134 - And then we'll move to um, where I have to get into negotiating a 00:15:51.134 --> 00:15:54.340 - project agreement. Now there's. 00:15:54.910 --> 00:15:58.348 - There's several agreements that we have, UM, revolving around 00:15:58.348 --> 00:16:03.696 - kind of the the up front area of of starting to engage on an 00:16:03.696 --> 00:16:05.606 - opportunity and look to on 00:16:05.606 --> 00:16:11.650 - board. So the first one, an usual one that people will. 00:16:11.750 --> 00:16:17.672 - Will want to have in place is going to be a, uh, an NDA. 00:16:18.390 --> 00:16:24.510 - We prefer to use our own, so we have our own mutual NDA and I 00:16:24.510 --> 00:16:30.222 - and I try to always have them do hours instead of theirs, but at 00:16:30.222 --> 00:16:34.302 - times certain companies will insist on theirs and then I 00:16:34.302 --> 00:16:39.260 - will. Basically have to run that through our legal counsel, UM, 00:16:39.260 --> 00:16:43.952 - which we have a legal counsel that we keep in in uh. 00:16:44.810 --> 00:16:50.732 - Add basically has to review anything and when I'm 00:16:50.732 --> 00:16:55.338 - negotiating contracts, I'm basically pinging something off 00:16:55.338 --> 00:16:57.312 - of him, uh? 00:16:57.840 --> 00:17:02.840 - Just to ensure I'm not missing anything or there's some 00:17:02.840 --> 00:17:08.340 - loophole that I possibly didn't catch the in some of their 00:17:08.340 --> 00:17:12.340 - verbage changes that they want stuff like that. 00:17:12.350 --> 00:17:18.005 - But the first thing that we're usually going to do is have the 00:17:18.005 --> 00:17:23.660 - image Indian in place and and not, uh, is is a very important 00:17:23.660 --> 00:17:25.400 - thing to remember because 00:17:25.400 --> 00:17:30.780 - anytime. You know we are with a client and we're talking about 00:17:30.780 --> 00:17:35.940 - something. If. If you decide that you're going to try to tell 00:17:35.940 --> 00:17:39.185 - them about another project, or you know, Oh well, we're doing 00:17:39.185 --> 00:17:42.135 - this with the project were doing, you know, whatever, you 00:17:42.135 --> 00:17:45.970 - always kind of in the back of your mind. Now wait a minute. 00:17:45.970 --> 00:17:49.510 - Are we on a non disclosure with them? And what kind of 00:17:49.510 --> 00:17:53.050 - information can I actually say is so those are things that you 00:17:53.050 --> 00:17:57.475 - kind of always have to keep it in the back of your mind as a 00:17:57.475 --> 00:18:00.720 - project manager you probably know that when you got on board 00:18:00.720 --> 00:18:02.785 - it may be that there was a 00:18:02.785 --> 00:18:07.960 - mutual NDA signed. In the folder you know, we'll see that in the 00:18:07.960 --> 00:18:12.988 - folder. So that's something that we just kind of want to be 00:18:12.988 --> 00:18:17.586 - careful about. Uh, because if you're talking to a client and 00:18:17.586 --> 00:18:21.348 - you're giving some sensitive information up, they might go. 00:18:21.348 --> 00:18:26.782 - How do I know that she's not doing that on my account with 00:18:26.782 --> 00:18:30.962 - somebody else? You know, yeah, and especially if it's like 00:18:30.962 --> 00:18:35.142 - medical HIPAA compliant, kind of, you know situation that is 00:18:35.142 --> 00:18:39.322 - very sensitive in that something where we have to be. 00:18:39.350 --> 00:18:46.128 - Very careful. So anyways, not. I'll be honest with you. I 00:18:46.128 --> 00:18:51.956 - probably. I would say maybe 2530% of our clients do in India 00:18:51.956 --> 00:18:57.364 - with us. It's it's really not as common as you would think, you 00:18:57.364 --> 00:19:01.200 - know. So, uh, but this is definitely something that we we 00:19:01.200 --> 00:19:04.560 - do have in place with, uhm, you know, a certain percentage of 00:19:04.560 --> 00:19:07.640 - our clients, so you'll probably always want to keep that in 00:19:07.640 --> 00:19:09.600 - mind, and you can usually if you 00:19:09.600 --> 00:19:15.000 - ever have. You know a question, just like check the file folder, 00:19:15.000 --> 00:19:20.564 - which, um, I'm assuming uh or I don't know. I'm whether you have 00:19:20.564 --> 00:19:25.272 - probably might not have seen this. Maybe, but we have, uh? 00:19:26.220 --> 00:19:28.467 - All of our our file folders like 00:19:28.467 --> 00:19:34.170 - this. Yeah, is that, UM? Syncing it up with the teams. 00:19:34.930 --> 00:19:40.114 - It is yes, yeah, and so this one, you know these basically. 00:19:40.790 --> 00:19:44.470 - You know, allow us to come in and and, uh? 00:19:45.350 --> 00:19:50.066 - Don't want it actually doesn't look real, but you know you can 00:19:50.066 --> 00:19:55.961 - see we have a legal folder and you can come in here and in any 00:19:55.961 --> 00:20:00.677 - contracts will be there. Uh, any non disclosures and uh, and then 00:20:00.677 --> 00:20:05.393 - we'll all get into a service agreement here in a bit. But 00:20:05.393 --> 00:20:10.536 - the. Where we're going to put the stuff that we're going to do 00:20:10.536 --> 00:20:14.073 - like a call notes proposal estimates worksheet, that kind 00:20:14.073 --> 00:20:19.052 - of thing. And so you can always go into this, uh, in in in 00:20:19.052 --> 00:20:22.473 - basically, uh, have the ability to double check, you know. Do 00:20:22.473 --> 00:20:26.516 - they have an Indian place or you know, whatever it might be, or 00:20:26.516 --> 00:20:30.248 - or a lot of times when you know when the onboarding is 00:20:30.248 --> 00:20:34.291 - happening. One of the things that the PM is going to do is 00:20:34.291 --> 00:20:38.790 - double check that. You know we have that signed agreement in 00:20:38.790 --> 00:20:43.070 - the folder. Its capital is important that a project manager 00:20:43.070 --> 00:20:48.460 - double check me up. One of the things that we started to do is 00:20:48.460 --> 00:20:53.465 - well, is, uh, you know I do a, uh, a new client handoff. 00:20:53.480 --> 00:20:58.888 - So I'll come in here and I'm basically going to fill a bunch 00:20:58.888 --> 00:21:03.048 - of information out surrounding the details on a project that 00:21:03.048 --> 00:21:04.296 - I'm on boarding. 00:21:04.880 --> 00:21:11.090 - And one thing that I'm going to start to do or I started to do 00:21:11.090 --> 00:21:15.230 - now, um, which was a good call by our team. 00:21:15.780 --> 00:21:19.965 - Is uhm, they said start attaching the executed agreement 00:21:19.965 --> 00:21:26.010 - to that hand off when you send it. So that obviously is is 00:21:26.010 --> 00:21:30.660 - going to help with kind of double checking as well. 00:21:31.250 --> 00:21:36.333 - Um, so you know that that was a nice little addition to our 00:21:36.333 --> 00:21:41.025 - workflow an, but it's still really good idea for the PM just 00:21:41.025 --> 00:21:45.326 - to double check. Not to mention another key piece of that. 00:21:45.960 --> 00:21:51.174 - It is probably also just as important to go through the 00:21:51.174 --> 00:21:56.388 - agreement, which is actually what we're going to do next, and 00:21:56.388 --> 00:21:58.758 - make sure that there aren't 00:21:58.758 --> 00:22:03.198 - specific. Things of the agreement that I had to. 00:22:03.840 --> 00:22:06.115 - Negotiate for them to move 00:22:06.115 --> 00:22:09.770 - forward. That will affect your job. 00:22:10.920 --> 00:22:16.512 - And so that's kind of something. Now. Normally what I'm going to 00:22:16.512 --> 00:22:21.172 - onboard an I did negotiate something that was fairly unique 00:22:21.172 --> 00:22:27.230 - or could put us in some kind of liability situation that we have 00:22:27.230 --> 00:22:32.822 - to make sure that you know saying You're gonna have to do 00:22:32.822 --> 00:22:37.482 - this, you know. Otherwise we could get penalized. And so 00:22:37.482 --> 00:22:41.676 - those I'm usually calling out when I'm on boarding. 00:22:41.690 --> 00:22:47.710 - But it is, uh, probably a really good idea for you to run through 00:22:47.710 --> 00:22:52.440 - an agreement and just see if there is anything that looks. 00:22:52.990 --> 00:22:59.227 - Like it could be a possible liability for just you doing 00:22:59.227 --> 00:23:04.897 - your job. Um, an. So let me just bring over. 00:23:05.430 --> 00:23:07.855 - Probably 00:23:07.855 --> 00:23:13.479 - agreement. So our project agreements are fairly style. 00:23:13.479 --> 00:23:19.420 - They uhm, you know. I kind of talked a little bit to this 00:23:19.420 --> 00:23:24.447 - before. Uhm, we really try to protect ourselves. Yeah, in over 00:23:24.447 --> 00:23:25.818 - the years we've. 00:23:26.720 --> 00:23:32.468 - Added You know Ed has added in things that it even further 00:23:32.468 --> 00:23:36.779 - ensured protection. Um, and sometimes be quite honest with 00:23:36.779 --> 00:23:39.653 - you. Uh, if a negotiation isn't 00:23:39.653 --> 00:23:42.350 - going well. I mean. 00:23:43.160 --> 00:23:49.309 - Well, we'll just let that go. Just you know it's it's. It's a 00:23:49.309 --> 00:23:54.985 - matter of you know is something going to put too much liability? 00:23:55.550 --> 00:24:02.075 - On the company is the last thing I want to do is try to negotiate 00:24:02.075 --> 00:24:07.295 - something into the contract. It puts a lot of liability on us 00:24:07.295 --> 00:24:13.385 - and we end up getting sued for a whole bunch of money. An I 00:24:13.385 --> 00:24:19.040 - crippled accompany, um. Now it's not just on me. I mean I work 00:24:19.040 --> 00:24:24.260 - with, you know our legal counsel and I also run anything final 00:24:24.260 --> 00:24:25.565 - through Chris But. 00:24:25.600 --> 00:24:31.308 - Um? But that is a That is a very important piece of the 00:24:31.308 --> 00:24:35.585 - whole Cogen and I I, I think, UM, you know you running through 00:24:35.585 --> 00:24:40.191 - this uh, when you know, like if you were taking on a project is 00:24:40.191 --> 00:24:44.797 - is an important piece to do it. So will just kind of run through 00:24:44.797 --> 00:24:46.442 - some some pieces of this. 00:24:47.480 --> 00:24:53.168 - Obviously, like we've you know, we talked about, uh, we want to 00:24:53.168 --> 00:24:59.330 - make sure that we talk about the the scope of work that's going 00:24:59.330 --> 00:25:04.070 - to end up being very, very important piece of this. 00:25:04.070 --> 00:25:08.030 - We're an independent contractor, obviously, um, how we do our 00:25:08.030 --> 00:25:12.386 - billing, which we we did talk about that, right? That's right. 00:25:12.386 --> 00:25:17.138 - So we do the you typically monthly sprints an we charge you 00:25:17.138 --> 00:25:22.286 - know up front for that monthly Sprint. Then as we get to the 00:25:22.286 --> 00:25:27.038 - end of that, send the next invoice. They get to review it. 00:25:27.038 --> 00:25:30.206 - Everything looks good, they just keep on going. 00:25:30.220 --> 00:25:36.148 - So what we typically do here is we're outlining how that works, 00:25:36.148 --> 00:25:41.582 - so we're talking about, hey, we work on a milestone based 00:25:41.582 --> 00:25:46.028 - billing model. Uhm, and so I'm I'm telling them. 00:25:46.920 --> 00:25:51.130 - We're showing so usually I'm attaching the estimates or or 00:25:51.130 --> 00:25:56.182 - the proposal and I'm saying This is the initial scope of work. 00:25:57.080 --> 00:26:01.640 - You're going to go in as we discussed on the prior call 00:26:01.640 --> 00:26:05.060 - through discovery through design, you're going to start to 00:26:05.060 --> 00:26:09.240 - work through what may be an integration is going to look 00:26:09.240 --> 00:26:13.800 - like to your ERP, CRM or both or whatever systems they might 00:26:13.800 --> 00:26:19.120 - have. And so we got a good idea there and make sure that you 00:26:19.120 --> 00:26:23.680 - know that we've got a good handle on all the real variables 00:26:23.680 --> 00:26:26.340 - of the site for cost wise and 00:26:26.340 --> 00:26:30.557 - timeline and. Lock down on that fully. Document that out, and 00:26:30.557 --> 00:26:34.387 - then that fully documented scope of work then becomes the 00:26:34.387 --> 00:26:38.600 - functional design document that is law. OK, it's like our once 00:26:38.600 --> 00:26:42.430 - all that's done in fully documented. We might find that 00:26:42.430 --> 00:26:48.175 - we had to add a line item. We might find that we had to expand 00:26:48.175 --> 00:26:51.622 - something because there was complexity there that we didn't 00:26:51.622 --> 00:26:56.218 - see that Ron and I didn't see up front. Yeah, sometimes some 00:26:56.218 --> 00:26:58.133 - things taken out so there. 00:26:58.200 --> 00:27:03.468 - Could be changes, but the bottom line is we do re estimates 00:27:03.468 --> 00:27:08.297 - according to that finalized scope of work and that is where. 00:27:08.297 --> 00:27:13.565 - Uhm, you know they have to approve off on that before we 00:27:13.565 --> 00:27:16.440 - start development. So. 00:27:17.090 --> 00:27:20.753 - The re estimates with the finalize scope of work you know 00:27:20.753 --> 00:27:24.749 - you added this, this this or you know whatever it might be. 00:27:24.750 --> 00:27:30.795 - And that is where, uhm, you know I'm spelling it out right here. 00:27:30.795 --> 00:27:36.375 - Again, in the agreement. Um, any licensing's, uh, that we do. We 00:27:36.375 --> 00:27:41.490 - do have a license for our E Commerce and our integration 00:27:41.490 --> 00:27:47.535 - platform, and it is a one time license at this time. At this 00:27:47.535 --> 00:27:53.115 - moment might change in the future, but it is a one time 00:27:53.115 --> 00:27:56.370 - license that we do. So we have. 00:27:56.430 --> 00:28:01.611 - The implementation with the one time license. That's a one cost 00:28:01.611 --> 00:28:06.792 - an, uh, there are no other required ongoing fees from us 00:28:06.792 --> 00:28:11.973 - past that, but we're basically spelling out that, you know, if 00:28:11.973 --> 00:28:16.683 - if we deploy our systems, you know basically our intellectual 00:28:16.683 --> 00:28:20.451 - property that had these licensing's associated to them. 00:28:20.451 --> 00:28:26.574 - You aren't going to get a refund on that. There is no refunding. 00:28:26.600 --> 00:28:30.360 - The licensing phase? Yeah yeah. So is it? 00:28:30.980 --> 00:28:36.310 - You pay 1 license fee and you get all the Austria that are 00:28:36.310 --> 00:28:40.000 - listed there like the E Commerce clarity connecting Multicurrency 00:28:40.000 --> 00:28:45.740 - or is it you pay for each one separately so that is a very 00:28:45.740 --> 00:28:51.070 - good question. I'm glad you asked that so the there is a E 00:28:51.070 --> 00:28:53.330 - Commerce. Let me see if I can maybe pull something up 00:28:53.330 --> 00:28:53.696 - real quick. 00:28:56.090 --> 00:28:58.090 - There is an E Commerce. 00:28:59.230 --> 00:29:01.520 - A fee that we have. 00:29:02.750 --> 00:29:07.612 - Not sure if this one might be the right one to do it. 00:29:08.490 --> 00:29:13.846 - So here you can see which I don't know why, but this is 00:29:13.846 --> 00:29:17.966 - actually supposed to be 15 grand, so there's maybe some 00:29:17.966 --> 00:29:22.086 - reason sometimes will will change this up a little bit 00:29:22.086 --> 00:29:23.322 - depending on say. 00:29:23.980 --> 00:29:29.469 - Maybe they have like a light e-commerce offering, so it's not 00:29:29.469 --> 00:29:35.457 - like a full blown more complex store. Ann will kind of shave 00:29:35.457 --> 00:29:40.447 - that down a little bit, but typically the clarity e-commerce 00:29:40.447 --> 00:29:43.441 - licenses 15,000, so that's a one 00:29:43.441 --> 00:29:50.005 - time fee. It will have all the you know, the usual things here. 00:29:50.005 --> 00:29:56.375 - Um, that will have with it. You know that are kind of normal to 00:29:56.375 --> 00:30:01.835 - a store, but there are some additions that we can have like 00:30:01.835 --> 00:30:06.385 - this one is the analytics module. So that is something 00:30:06.385 --> 00:30:11.845 - that we are going to do to analyze. Typically it's going to 00:30:11.845 --> 00:30:16.395 - be what users might be doing and stuff like that. 00:30:16.450 --> 00:30:23.548 - There there also is, uh, as you had noted, she doesn't look to 00:30:23.548 --> 00:30:30.646 - be in this one, but um, there also is a multi currency, and 00:30:30.646 --> 00:30:33.376 - there's also a multi store. 00:30:33.400 --> 00:30:37.448 - In very similar to some of these marketplaces that have like 00:30:37.448 --> 00:30:41.128 - various vendors in a marketplace, so we have a multi 00:30:41.128 --> 00:30:46.280 - store module as well. Those you can add on and they do have and 00:30:46.280 --> 00:30:51.432 - I want to say there's about 3:00 or 4:00 AM an those do have00:30:51.432 --> 00:30:55.112 - another. They typically or somewhere between like 2500 to 5 00:30:55.112 --> 00:30:59.528 - grand. OK cool. Yeah so that is something that you could also 00:30:59.528 --> 00:31:03.944 - see but the other part that we do kind of say here. 00:31:03.970 --> 00:31:09.590 - Is. You know, if we have something where, let's say that 00:31:09.590 --> 00:31:15.596 - there was a hiccup on it with a client and we decided that we 00:31:15.596 --> 00:31:18.599 - wanted to give a credit to them. 00:31:20.060 --> 00:31:23.370 - Of. I don't know 5 Grand. 00:31:24.090 --> 00:31:26.148 - You know, and we said, listen. 00:31:27.500 --> 00:31:31.901 - Were We apologize for the misunderstanding here? Um, we 00:31:31.901 --> 00:31:37.280 - definitely don't want to derail this project. We'd like to keep 00:31:37.280 --> 00:31:43.148 - it moving forward an in good faith. We're going to take 5 00:31:43.148 --> 00:31:49.505 - grand or this work that we did over here or whatever off of. 00:31:50.460 --> 00:31:54.636 - Your your account and will just keep on moving forward. You know 00:31:54.636 --> 00:31:58.464 - we appreciate your patience on this and they just so they 00:31:58.464 --> 00:32:01.596 - approve off on that and say yeah, sure go. 00:32:02.350 --> 00:32:07.198 - And then we go. We take that of- and then they say. 00:32:08.280 --> 00:32:11.608 - Uh, you know what? I'm just I'm just closing it down. I'm just 00:32:11.608 --> 00:32:14.936 - going to stop the project so just close all up, down, send me 00:32:14.936 --> 00:32:18.426 - the remaining. Unused hours that you have on hand. 00:32:18.940 --> 00:32:25.948 - Well. In good faith we just gave them $5000, 00:32:25.948 --> 00:32:31.084 - yeah. We actually worked so, um, like you know you were doing 00:32:31.084 --> 00:32:35.528 - work and your 2 developers behind you were doing work and 00:32:35.528 --> 00:32:39.972 - we have to pay that payroll, right? So when we're doing 00:32:39.972 --> 00:32:44.820 - something like that were in good faith doing this because we want 00:32:44.820 --> 00:32:50.880 - you to keep on going and go to the end. And if they don't do 00:32:50.880 --> 00:32:55.728 - that, we're letting you know that any credit that we did like 00:32:55.728 --> 00:32:58.152 - that that you approved off on 00:32:58.152 --> 00:33:00.834 - it. You know we're going to. We're going to ask for that 00:33:00.834 --> 00:33:04.940 - back. You know, so that's something that we do have in 00:33:04.940 --> 00:33:09.616 - there now. Um, as you can tell that, uh, looks like kind of a 00:33:09.616 --> 00:33:12.956 - real world situation that we added in because it happened. 00:33:13.570 --> 00:33:18.564 - Yeah, so um, certainly I took like learning that lesson. Not 00:33:18.564 --> 00:33:23.558 - having it in there exactly. So, uh, the timeline, uhm, you 00:33:23.558 --> 00:33:28.552 - know, we we as you can see in bold letters here. 00:33:29.590 --> 00:33:34.364 - We are in this. This is something that we really don't 00:33:34.364 --> 00:33:39.138 - negotiate. This is something where it is rare for us to 00:33:39.138 --> 00:33:41.308 - actually commit to a timeline 00:33:41.308 --> 00:33:43.611 - because. As we've already 00:33:43.611 --> 00:33:47.644 - discussed. There are variables out of our control 00:33:47.644 --> 00:33:52.828 - that affect the timeline, so for us to have any kind of 00:33:52.828 --> 00:33:55.420 - you know cap on the timeline. 00:33:56.450 --> 00:34:01.706 - Is really doesn't make any sense and it puts way too much 00:34:01.706 --> 00:34:03.896 - liability on us. Yeah, um? 00:34:04.690 --> 00:34:09.828 - So this is definitely going to be a an area where we say this 00:34:09.828 --> 00:34:14.599 - is not a fixed date and you might tell us that you need 00:34:14.599 --> 00:34:19.370 - August 31st to be your go live date. We're going to take that 00:34:19.370 --> 00:34:24.141 - in. We're going to set our timeline to that to that a goal. 00:34:24.860 --> 00:34:29.921 - But That doesn't mean that we are fixed like that's it, you 00:34:29.921 --> 00:34:33.562 - know, uhm, so this is definitely something where we don't. We 00:34:33.562 --> 00:34:35.217 - don't go in Absolutes on 00:34:35.217 --> 00:34:40.960 - timelines. Um? Then we have a, uh, you know, just talk about 00:34:40.960 --> 00:34:43.867 - the conversation, you know, listen were time and materials. 00:34:44.610 --> 00:34:50.030 - Every bit of efforts that we're putting towards your project 00:34:50.030 --> 00:34:51.656 - will be billed. 00:34:52.170 --> 00:34:58.542 - Um and these are the hourly rates depending on who is doing 00:34:58.542 --> 00:35:03.894 - the effort. And and and basically that means we have 00:35:03.894 --> 00:35:09.653 - front end which PM and designing our front end and we have back 00:35:09.653 --> 00:35:13.197 - in Witcher, armor, integrations, database, custom development in 00:35:13.197 --> 00:35:17.627 - the back into, you know something that they need is 00:35:17.627 --> 00:35:22.057 - fairly custom. That kind of work will be back in. 00:35:22.080 --> 00:35:28.533 - Um? We we also, uh, you know, do talk about just like 00:35:28.533 --> 00:35:32.720 - the timeline. This is this is not a fixed cost project. 00:35:33.420 --> 00:35:38.190 - What time and materials? Uh, you could have multiple changes 00:35:38.190 --> 00:35:40.098 - during a project which. 00:35:40.720 --> 00:35:46.055 - Again, as we were talking about before, uh of documentation, I 00:35:46.055 --> 00:35:51.390 - mean in scope changes if they decide they want some change, 00:35:51.390 --> 00:35:56.240 - we're going to fully document that change fully. Document any 00:35:56.240 --> 00:35:58.665 - additional costs that could be. 00:35:58.670 --> 00:36:03.285 - Needed for it and how it affects the timeline, and then they have 00:36:03.285 --> 00:36:05.770 - to sign off on that through base 00:36:05.770 --> 00:36:10.120 - camp. Um, so we're just letting him know, you know, that's. 00:36:10.680 --> 00:36:14.580 - You know, that's something where it's not a fixed cost. Uhm, we 00:36:14.580 --> 00:36:19.780 - do let him know that if you are in a project and you start to go 00:36:19.780 --> 00:36:23.680 - from a pre pay model where you're paying us before on these 00:36:23.680 --> 00:36:27.255 - monthly sprints, that all of a sudden you wanna start doing 00:36:27.255 --> 00:36:32.075 - post pay. Well, you're now going to be shifted to our post pay 00:36:32.075 --> 00:36:35.325 - rates, so whereas you were getting 1:25 and 1:50, you're 00:36:35.325 --> 00:36:37.600 - not going to get 150 and 175. 00:36:38.310 --> 00:36:44.512 - The other part that this does is it allows us some recourse if a 00:36:44.512 --> 00:36:47.170 - client is not paying as timely. 00:36:48.020 --> 00:36:50.210 - So if we're sending out an 00:36:50.210 --> 00:36:55.528 - invoice. And we're going negative twenty 3040 hours in 00:36:55.528 --> 00:37:01.534 - and seeing you know, finally seeing a payment, you know, uh? 00:37:01.540 --> 00:37:06.460 - You always late like that, uhm? We have some recourse to go 00:37:06.460 --> 00:37:12.128 - listen. Uh, we're gonna charge these negative hours. 00:37:12.770 --> 00:37:16.634 - As post pay, because you know this is kind of. It's something 00:37:16.634 --> 00:37:19.854 - that you're continuing to do. Uh, we're not getting payment. 00:37:19.854 --> 00:37:23.396 - We're going to have to going to have. These are actually 00:37:23.396 --> 00:37:27.260 - technically being paid after the work has been done, and so it 00:37:27.260 --> 00:37:30.802 - just kind of gives some recourse. I'll let you know. We 00:37:30.802 --> 00:37:35.310 - don't usually go that route. We don't try to route. We do try to 00:37:35.310 --> 00:37:39.496 - work with the client and we will allow some some some clients to 00:37:39.496 --> 00:37:42.716 - get negative. You know if we trust them and and. 00:37:42.780 --> 00:37:47.042 - But you know? And we just want to thing to keep going and not, 00:37:47.042 --> 00:37:49.814 - you know, cause any problems. But that is something we could 00:37:49.814 --> 00:37:52.838 - pull out. So this is more of just kinda. It's something we 00:37:52.838 --> 00:37:53.846 - keep in our pocket. 00:37:54.630 --> 00:37:58.888 - Awesome. Uhm, and then, uh, you know past that? 00:38:00.160 --> 00:38:04.747 - Uh, basically with our with with our uh, projects either party 00:38:04.747 --> 00:38:10.585 - can can, uh, shut it down. So either one of us can say, you 00:38:10.585 --> 00:38:16.006 - know, we want to close the project down, and if so any pre 00:38:16.006 --> 00:38:20.176 - purchased hours that were unused will refund back to them. 00:38:20.900 --> 00:38:24.145 - And so this is certainly not a problem, so nobody is 00:38:24.145 --> 00:38:27.390 - just under contract with this and they have to go to 00:38:27.390 --> 00:38:28.865 - the end. Other than that. 00:38:30.330 --> 00:38:36.622 - Probably some main pieces here. Uh, this is a big one, 00:38:36.622 --> 00:38:41.696 - so. With with our clarity IP, our intellectual property. 00:38:42.200 --> 00:38:48.752 - Which basically is the E Commerce and the 00:38:48.752 --> 00:38:53.719 - integration platforms. These are, uh, that's pretty much our 00:38:53.719 --> 00:38:56.815 - intellectual property. So all we're saying is look. 00:38:58.090 --> 00:39:00.172 - We're licensing this to you and 00:39:00.172 --> 00:39:05.966 - you can. Do whatever additional work to that deliverables that 00:39:05.966 --> 00:39:08.114 - we've deployed for you. 00:39:09.060 --> 00:39:14.364 - But you can't reproduce this and use it elsewhere or like throw 00:39:14.364 --> 00:39:19.226 - up another different whole other site you know just you can't. 00:39:19.226 --> 00:39:20.994 - You can't reproduce them. 00:39:21.930 --> 00:39:25.602 - Or try to go against us with our 00:39:25.602 --> 00:39:31.120 - own technology. So that is, uh, also something that we we we 00:39:31.120 --> 00:39:34.702 - definitely make sure is understood. You do whatever you 00:39:34.702 --> 00:39:39.876 - want with what we're deploying for you, um, and change it up to 00:39:39.876 --> 00:39:43.856 - your heart's desire, but you just can't reproduce it or 00:39:43.856 --> 00:39:47.836 - backward engineering and start using it against us and selling 00:39:47.836 --> 00:39:49.030 - it, you know? 00:39:49.080 --> 00:39:52.570 - So, uhm, that's an important piece that we definitely do. 00:39:52.570 --> 00:39:56.758 - Another one is that we don't. We don't offer any. There's no 00:39:56.758 --> 00:40:00.597 - warranty. You know this is this is a living, breathing website. 00:40:01.280 --> 00:40:06.044 - It's it's going to have various updates that are needed in all 00:40:06.044 --> 00:40:11.205 - parts of the site and add on modules and 3rd party tools and. 00:40:11.220 --> 00:40:15.840 - You know it's servers have to be updated and there's so many 00:40:15.840 --> 00:40:17.380 - different moving parts there. 00:40:17.930 --> 00:40:21.052 - You can't have a warranty on a 00:40:21.052 --> 00:40:25.669 - website. Is not the way it works, um, so as such, anything 00:40:25.669 --> 00:40:29.459 - that we're developing, we're delivering it to you as is. 00:40:30.130 --> 00:40:33.991 - We're going to go through full QA testing. You're gonna sign 00:40:33.991 --> 00:40:37.852 - off at everything looks great and we're gonna go live past 00:40:37.852 --> 00:40:42.566 - that. If you need us, we're here as a time and materials support. 00:40:42.566 --> 00:40:46.310 - Uhm. So whatever you need, just let us know will let you know 00:40:46.310 --> 00:40:50.342 - how many hours it will be will go onto the task or you just 00:40:50.342 --> 00:40:53.510 - keep hours on hand with us. Anytime you need something let 00:40:53.510 --> 00:40:55.238 - us know. Will jump on it. 00:40:56.050 --> 00:41:01.393 - And, uh, so that is if you, you know when that question comes 00:41:01.393 --> 00:41:06.736 - up, 'cause it likely could? Uh, that's how we work in that area. 00:41:06.736 --> 00:41:08.380 - Any future bugs or? 00:41:09.080 --> 00:41:13.710 - Upgrades updates out ONS like those are going to be. 00:41:14.270 --> 00:41:18.799 - Costs that you would incur after, um. 00:41:19.900 --> 00:41:23.592 - In and uh, and I basically we're just laying it out right here 00:41:23.592 --> 00:41:25.012 - that we don't offer that 00:41:25.012 --> 00:41:30.090 - warranty. Um other than that? 00:41:31.200 --> 00:41:36.156 - That's fine. Pretty much the main pieces here. 00:41:37.110 --> 00:41:44.326 - Um, as to not bore you? Incredibly, uhm, so that's about 00:41:44.326 --> 00:41:48.262 - that. Now the only time that 00:41:48.262 --> 00:41:55.092 - we. Do you say, say we have smaller projects that 00:41:55.092 --> 00:42:01.780 - come along an sometimes, uh, like I just sent one in 00:42:01.780 --> 00:42:08.612 - yesterday, which. This gentleman just wanted us to upgrade his 00:42:08.612 --> 00:42:14.318 - DNN website, which if you're not aware of DNN. 00:42:15.360 --> 00:42:21.267 - Is a content management system much like WordPress UM in DNN? 00:42:21.267 --> 00:42:28.248 - We have been a partner for many many, many years an and so. 00:42:29.020 --> 00:42:35.584 - We are a pretty good DNN partner. We know it very well. 00:42:35.584 --> 00:42:38.319 - We're experts in the area. 00:42:38.880 --> 00:42:41.472 - And that's pretty much what we 00:42:41.472 --> 00:42:44.370 - work on. And so. 00:42:45.330 --> 00:42:50.650 - If somebody comes to us and they just want us to do the upgrade 00:42:50.650 --> 00:42:55.590 - to the DNN, for instance, we will, uh, will go ahead and just 00:42:55.590 --> 00:43:00.150 - run that. Well, that task is maybe Ford 8 hours, depending on 00:43:00.150 --> 00:43:02.050 - the complexity of the site. 00:43:02.670 --> 00:43:07.850 - And depending on how far like if if they're running on six dot X 00:43:07.850 --> 00:43:13.030 - and the latest one is 9 dot X, that's a pretty good spread. An 00:43:13.030 --> 00:43:17.100 - very likely there's going to be some debugging going on, maybe 00:43:17.100 --> 00:43:21.170 - some of the modules might not even work with the latest 00:43:21.170 --> 00:43:25.240 - version anymore, and we had to get a replacement in there. 00:43:25.240 --> 00:43:28.570 - There could be some definite issues that happen so. 00:43:28.610 --> 00:43:32.510 - We could like you know, typical. You would think. Well, it's just 00:43:32.510 --> 00:43:36.085 - upgrading the see Ms version. Sometimes that could run as much 00:43:36.085 --> 00:43:37.385 - as like 8 hours. 00:43:38.040 --> 00:43:41.952 - You know, so that is something where a little thing like that, 00:43:41.952 --> 00:43:45.864 - and it doesn't look like we're going to have ongoing work with 00:43:45.864 --> 00:43:48.146 - them. We will use a statement of 00:43:48.146 --> 00:43:53.400 - work. And this is our statement of work, uh, basically. 00:43:54.270 --> 00:43:57.105 - You know, we just come in and 00:43:57.105 --> 00:44:02.438 - say. What we're doing so you know we're going to work with 00:44:02.438 --> 00:44:06.596 - client company to upgrade their DNN version to the latest. You 00:44:06.596 --> 00:44:08.486 - know that kind of thing. 00:44:08.700 --> 00:44:12.770 - And it pretty much is just a short and sweet. 00:44:13.470 --> 00:44:20.007 - God Dang. Um, we do back it up with actually our terms and 00:44:20.007 --> 00:44:24.277 - conditions, which are basically the meat of our actual project 00:44:24.277 --> 00:44:31.109 - and what we've been doing is we link it in here so we do a link 00:44:31.109 --> 00:44:35.806 - where it says you can review this right now. Currently I've 00:44:35.806 --> 00:44:40.076 - had to change this because they've in this change bringing 00:44:40.076 --> 00:44:45.200 - our server over to teams I've lost by my linking server where 00:44:45.200 --> 00:44:48.684 - I link. All documents and proposals and stuff like that. 00:44:49.350 --> 00:44:53.865 - Um, so now I just put it in as an addendum. Uh, the terms and 00:44:53.865 --> 00:44:57.477 - conditions which you know these are kind of almost like what we 00:44:57.477 --> 00:45:01.089 - went over in the other one is pretty much adding our project, 00:45:01.089 --> 00:45:04.400 - so it makes the statement of work actually style, which is 00:45:04.400 --> 00:45:07.711 - nice, and especially when you have it linked like that you 00:45:07.711 --> 00:45:11.022 - were saying You know everything about this. It's kind of like 00:45:11.022 --> 00:45:14.634 - when you're signing your going through, signing up on a site on 00:45:14.634 --> 00:45:18.246 - a website, and they say, you know, say you approve the terms 00:45:18.246 --> 00:45:19.751 - and conditions, you don't really 00:45:19.751 --> 00:45:23.130 - read 'em. Yeah, that's probably what most people are going to do 00:45:23.130 --> 00:45:24.515 - on the statement of work. 00:45:24.520 --> 00:45:28.719 - But the the bottom line is these, uh, uh, this is just kind 00:45:28.719 --> 00:45:30.657 - of, so you'll see this sometimes 00:45:30.657 --> 00:45:35.713 - too. Usually it's just a smaller task you know or or something 00:45:35.713 --> 00:45:39.926 - that we're doing for somebody. So, uh, sometimes you will see 00:45:39.926 --> 00:45:41.841 - that as well, and um. 00:45:42.880 --> 00:45:49.744 - The only other thing that I did want to go with you on 00:45:49.744 --> 00:45:56.080 - agreements real quick to close this up is, uhm, let's go to 00:45:56.080 --> 00:46:02.180 - chippy. So we do, uh, sometimes offer a. 00:46:03.850 --> 00:46:08.030 - Service level agreement where uhm. 00:46:09.140 --> 00:46:16.246 - We will give people the opportunity to have up to 24/7. 00:46:17.210 --> 00:46:23.580 - Support. So not many clients will do this. But um, what 00:46:23.580 --> 00:46:30.067 - basically happens is uh say like one of the clients that does it 00:46:30.067 --> 00:46:36.055 - is is like an electric company an you know you can't really 00:46:36.055 --> 00:46:42.542 - like. They gotta make sure their sites up and you know if power 00:46:42.542 --> 00:46:47.033 - goes down or or something happens electricity wise with 00:46:47.033 --> 00:46:51.080 - their. Uh, users. The problem there is if the site goes down 00:46:51.080 --> 00:46:54.920 - or something happens in there in the middle of an issue that 00:46:54.920 --> 00:46:58.440 - people are trying to look for information that could be a 00:46:58.440 --> 00:47:02.920 - problem. So they want to be able to reach out to us anytime day 00:47:02.920 --> 00:47:06.590 - or night. Uh, an and say, Hey, we're seeing this problem we 00:47:06.590 --> 00:47:08.060 - need you to jump on it. 00:47:08.660 --> 00:47:14.549 - So we do offer this basically, um, if if you're doing like a 00:47:14.549 --> 00:47:19.579 - standard. Uh, you know the standard is about an additional 00:47:19.579 --> 00:47:24.089 - $1000 a month. The, uh, that one is is not. 00:47:24.740 --> 00:47:30.760 - Not 24/7, but we do say. Will you know, get back with you. You 00:47:30.760 --> 00:47:34.630 - know during business hours, but will you know basically? 00:47:35.170 --> 00:47:38.260 - Will respond to you quickly. It's pretty much what we're 00:47:38.260 --> 00:47:42.691 - saying, uhm? The other one is the premium Nestle, which would 00:47:42.691 --> 00:47:46.639 - for a priority, one issues which are obviously going to be like 00:47:46.639 --> 00:47:48.613 - site down. You know those kind 00:47:48.613 --> 00:47:56.200 - of things. Um, that is where we would offer a 24/7. Now 00:47:56.200 --> 00:48:00.040 - it's a 24 Seven response time. 00:48:01.030 --> 00:48:05.775 - So that we're not saying we're going, you know it's going to be 00:48:05.775 --> 00:48:10.885 - fixed, you know, yeah, so it but will come in like if you reach 00:48:10.885 --> 00:48:15.630 - out to us and it's midnight. We've got to respond to you and 00:48:15.630 --> 00:48:20.010 - we're just going to say OK, what's going on? Tell me about 00:48:20.010 --> 00:48:24.390 - it. What details can you give me? I'll start diving into it 00:48:24.390 --> 00:48:29.500 - you know. I mean, are we able to fix it within 1520 minutes? Who 00:48:29.500 --> 00:48:33.510 - knows? But? Usually we can, you know, jump on and get something 00:48:33.510 --> 00:48:35.080 - quickly, but I will say. 00:48:35.660 --> 00:48:40.610 - Normally when somebody is Pinging us on something, we were 00:48:40.610 --> 00:48:45.577 - jumping. Responding to them within an hour to three hours, 00:48:45.577 --> 00:48:50.773 - you know an so honestly. Most people there really isn't a need 00:48:50.773 --> 00:48:55.969 - because most of like RPM. They don't. They don't let things sit 00:48:55.969 --> 00:49:00.692 - out there. You know, I would say that's something that's real 00:49:00.692 --> 00:49:05.400 - good now. It used to be an issue years ago, um. 00:49:05.610 --> 00:49:10.890 - But it's it's definitely a lot better now. So anyways, this is 00:49:10.890 --> 00:49:14.850 - something that somebody could also, uh, use, and um. 00:49:16.020 --> 00:49:20.402 - Like I said, not many clients use it, but just so you know it 00:49:20.402 --> 00:49:22.280 - is available. And if you ever 00:49:22.280 --> 00:49:26.830 - needed to. You know, talk further about it or or have me. 00:49:27.620 --> 00:49:30.779 - You know, talk to a client you know, or send the the agreement 00:49:30.779 --> 00:49:34.181 - over to them. You could just reach out to me and pay me on.