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All 3 win with a repeat-gig

What does it mean?

Repeat-gig is where a client asks for a consultant to return for a consulting engagement. For a new set of deliverable (to implement enhancements, a second release or a different initiative altogether).

All three (end-client; sales; consultant) win in this scenario. Following are the positives:

1. Much lower risk for end-clients. Skills, limitations and ability of the consultant to deliver are known. This predictability reduces the risk.
Putting together a project team is like solving a jigsaw puzzle. In a team, the pieces (resources) wiggle into place, over course of a project. If the manager/team-lead knows contour of a puzzle piece, easier it is to get the project mgmnt right. Not to take the analogy too far, but you get the point. If you know positives and shortcomings of a resource, you can build the rest of the team to compliment the skills.

2. Shorter learning curve for the consultant. He is familiar with the client’s business and its processes. He can hit the ground running.

3. Consultant already knows the system environment as well as dynamics of the interfacing teams.

4. Lower administrative overhead: Access to various systems and other on boarding overhead is reduced for the manager. The user is already in the system and just has to be activated.

5. Consultant usually gets quite flexible. He feels a greater obligation to deliver; Feels more part of the team; Can better lead and mentor the consultants who are new at this client.

6. Easier for sales to get sign-off.

7. With a higher client confidence, consultants are bound to get flexibility with their travel schedule. They get to work a lot more remotely.

Repeat gigs may not happen as frequently. Why?
Limitations include: Availability of the consultant (during the exact start time); Contract restrictions with vendors; Consultant may not be reachable; Consultant skills must have enhanced and may expect a higher billing rate;

Repeat gigs works out well, particularly in a bad economy, when clients are risk averse.

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