Is there any way to get direct clients for software projects,we are a small software development company.?

There is no easy answer to this question. But, as I used to own a small software development company, I can offer the following advice.





1) Specialize. Seven or eight years ago, you could be a general firm, but now, clients can find a firm that specializes in exactly the type of software development they need. Pick an area, either a technology or a business process (or industry), and position yourselves as the definitive experts.





2) Define your clients. After you decide on a specialty, you need to determine who exactly buys that specialty at your clients. Again, be as specific as possible. It's not always the CIO - it might be a particular VP of Development, or it might be the business owner, i.e. finance or marketing.





3) Define your value proposition. What value does your firm provide in that specialty?





4) Define your messaging. Once you have your value proposition, conduct a market research survey to define the best messages for your clients. Put together a list of 300 people to call, develop a short survey (5 to 7 minutes), and start making calls. Based on my experience, you should get between 20 and 25 valid responses. Refine your messaging based on what you heard. This is the SINGLE MOST IMPORTANT step you can take.





5) During the survey process, you might actually find interested potential clients, but do not make the survey about sales.





6) Identify real clients and enter into the sales process. The process is not difficult - it is a combination of marketing materials (letters, postcards, whitepapers, etc.) and phone calls. Make sure to treat your potential clients as peers - you are the expert, and you are calling to help them solve a business problem. Make sure to have good references if possible.





7) Fill the sales channel. Direct sales is a function of the number of calls you make. Make a call, send materials, follow up, push for a meeting, and always be driving towards a proposal. Identify short, small projects that you might take as a loss (or break even) to get in the door. Once you are there, you can source for more work.





8) Follow up and details are critically important. You would be amazed about how many companies do not follow this simple rule. Be the service provider that is always on the ball, and you will set yourself apart.





This is, of course, an over simplified explanation. But perhaps it will be a good starting point.





Best of luck!

Is there any way to get direct clients for software projects,we are a small software development company.?
Need more details, forward them to my email id : ash14462@yahoo.com .
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