1. Aside from intimate knowledge of your clients business, be prepared to offer a detailed analysis on cost savings for technology—and to have your work audited when the project is finished.
2. Writing contracts for projects based on ROI requires you to understand a cause-and-effect relationship from technology. Make sure you clearly establish a baseline.
3. Performance-based fees turn your contracts into a portfolio with variable returns rather than fixed profits. Pressing for full payment could jeopardize customer relationships.
4. Just because you develop an ROI equation doesnt mean youll get the contract. Make sure you get paid for your preparation work.
5. Make sure you take into account costs for training and executives time.