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The economy is tough right now, but that doesn’t mean opportunities are not available. Especially for those with even a twinkling of an entrepreneurial spirit. As a former freelancer developer and current contractor, I’ve experienced this firsthand. Over the years, I’ve worked with a variety of clients via LinkedIn and I’ve learned a thing or two about project management, proposal writing, and client relations. One thing I’ve realized is that successfully securing clients isn’t just about skill. It’s about having a system for vetting potential prospects. Recently I’ve developed a simple three method system that will help identify the right clients, avoid pitfalls, and set up projects for success.
1. Discovery
The first phase is Discovery. This is where you truly understand what the client needs and identify their biggest pain points. It’s not about negotiating price at this stage; it’s about uncovering their vision and full desires for a project.
For example, during discovery, I you can ask questions to understand not just what the client wants to build, but why they want it. What problems are they trying to solve? What goals are they trying to achieve? This phase allows you to map out the scope of the project and understand the real value you can provide.
Price may come into play during this phase but I wouldn’t disclose any concrete prices until you gain a thorough understanding of the client’s needs. Rushing into numbers too soon can lead to misunderstandings or projects that are misaligned from the start.
2. Research
Once discovery is complete, it’s time for Research. This phase involves taking everything you’ve learned and exploring the best ways to deliver a solution. The goal is to find practical, efficient, and cost-effective approaches.
For instance:
If a client wants a content platform but doesn’t write code, technologies like WordPress or another no-code solution may be ideal.
If the client wants a custom app but has a tight budget, using Firebase for backend infrastructure could be a better tradeoff than deploying an AWS architecture, which may require more time and expense.
The research phase is about identifying options that balance your client’s goals with practical constraints like budget, timeline, and your own expertise. This ensures you can present a thoughtful solution rather than a generic one.
3. Proposal
The final phase is Proposal. After discovery and research, you’re ready to present your solutions and pricing. This is where your previous work pays off.
Key points to remember in this phase:
Provide options: Avoid rigid pricing that might turn away a potential client. Offer multiple solutions with different tradeoffs so the client can choose what aligns with their priorities.
Set fair prices: Your pricing should respect your time and skills while remaining reasonable for the client.
Stay realistic: Don’t take on work that pushes you outside your expertise, especially under tight budgets or deadlines. For example, if you’ve never deployed AWS in production, don’t “practice” with your first client.
Be strategic: Sometimes it makes sense to take a small pay cut if there’s a clear opportunity for bigger projects down the road. Always weigh immediate compensation against long term growth and relationships.
I hope the Discovery → Research → Proposal framework will make client vetting much simpler for you. If executed correctly, it should afford you the opportunity to align your skills, time, and business goals with your clients while avoiding projects that could be a mismatch. If you found value in this post share with your network and/or give me a shout on LinkedIn and tell me what you thought of the article.