funny, its almost exactly what we do. we price 110€/h remote, 140€/hour onsite and we only do time and material.
After working in this space for many years this is still a problem to 'sell' to many customers in our space (entrepreneurs (especially 1st time) and startups building web applications). Many people still think in terms of "how much this project will cost with this exact but not-really specified feature-set and deadlines".
There is this expectation for a consultant to assume the business and development risks.
Recently I think I found the explanation that seems to 'click'. When a client comes to us their primary problem is not having sufficient in-house r&d capacity and thats the exact problem that we can solve.
If they had the in-house r&d capable of delivering the project most wouldn't be looking for any outside help.
But with the in-house team no business risks would go away, scope and budget would still have to be tightly managed.
The fact that instead of the internal r&d team an outside company is handling the development will not somehow magically remove the risks from the picture.
and the fact that client would happily use in-house team means that removing those risks was never the real need.
After working in this space for many years this is still a problem to 'sell' to many customers in our space (entrepreneurs (especially 1st time) and startups building web applications). Many people still think in terms of "how much this project will cost with this exact but not-really specified feature-set and deadlines".
There is this expectation for a consultant to assume the business and development risks.
Recently I think I found the explanation that seems to 'click'. When a client comes to us their primary problem is not having sufficient in-house r&d capacity and thats the exact problem that we can solve.
If they had the in-house r&d capable of delivering the project most wouldn't be looking for any outside help.
But with the in-house team no business risks would go away, scope and budget would still have to be tightly managed.
The fact that instead of the internal r&d team an outside company is handling the development will not somehow magically remove the risks from the picture.
and the fact that client would happily use in-house team means that removing those risks was never the real need.