Não cobre barato « Agile Way


19 de Abril de 2012

Não cobre barato

Antes que você tente se defender, eu repito. NÃO COBRE BARATO.

Nada pode ser mais custoso para uma empresa (principalmente para as startups) do que cobrar barato por um serviço.

Sempre que este assunto vem a tona, e eu defendo essa posição, recebo algumas justificativas como. “Mas se eu não cobrar barato, não pego o trabalho”, ou “Mas o trabalho é simples, é só um sitezinho institucional”. São argumentos que algumas pessoas usam por dois motivos.

Ou ainda não tiveram problemas, ou realmente estão passando fome e precisam fechar um trabalho a qualquer custo. Você não está nessa situação? Então não cobre barato.

Sua empresa tem custos. Mesmo que seja apenas você trabalhando, você tem gastos. E não são poucos. Coloque no papel e você irá se assustar com o seu próprio valor hora. Água, luz, telefone, aluguel, investimentos em educação, cursos e capacitações… tudo isso precisa ser considerado. Não ganha salário? Pelo menos coloque um valor/hora para ganhar alguma coisa para comer e se divertir. Agora perceba que o valor hora já fica razoavelmente alto. E você ainda não teve LUCRO, só pagou as contas. Coloque mais uma porcentagem de lucro em cima do valor.

Cobrar barato não é só perder dinheiro. É também ganhar uma dor de cabeça infernal. Você cobra barato achando que está pegando um serviço tranquilo. Porém, do outro lado, está um cliente que quer pagar pouco e fazer muito. E como você cobrou barato, possivelmente não fez contrato nenhum. Está armado o cenário para o seu cliente enxergá-lo como um “cara que faz sites”. Prepare-se para as consequências.

Você terá que lidar com um cliente que irá tratá-lo como um funcionário da empresa dele, só que sem te pagar nada. Afinal, já estava tudo incluído no preço, não é? E esse cliente o fará atrasar os trabalhos de outros clientes com os quais você realmente vislumbra uma relação profissional. E não amadora.

Não cobrar barato não significa cobrar caro. Significa cobrar o preço justo. Calcular uma proposta com base no valor hora da sua empresa, prevendo tudo o que você quiser prever. Não importa se você usa contratos de escopo fechado ou aberto, se você usa os processos do PMI ou dos métodos ágeis.

Valorize a sua empresa. Valorize o seu trabalho.

Ah sim, este post é baseado em uma lição duramente aprendida.



21 Comentários para “Não cobre barato”

  1. Marco Enes diz:

    Cara, acho que você escreveu esse post pra mim! hahaha
    Neste momento, estou nesse dilema. Cobro o que acho justo, ou mais barato pra fechar o contrato?
    O que me força cobrar o justo é pensar que sempre fazemos um bom trabalho, prezando pela alta qualidade e bom serviço. E espero que nossos clientes repassem essa avaliação ao futuros clientes.
    Muito bom o post. Parabéns. E querendo trocar uma idéia, é só falar.
    Abração,
    Marco Enes

  2. Giovani diz:

    Aqui na empresa temos o seguinte lema: Qualidade, Agilidade e Preço: escolha duas, que a terceira não conseguimos entregar.

  3. Giovani Elisio da Silva diz:

    Excelente post. Minha dúvida é, como podemos lidar com isso se dependendo da região onde sua empresa está (fora da capital) o mercado pensa diferente. A dificuldade em vender este tipo de serviço é muito grande. No interior as empresas choram demais, querem que você solucione todos os problemas deles mas não querem pagar por isso. Mas vale a pena persistir, uma hora isso vai mudar. Parabéns! Peço permissão para postar isso em meu blog com as devidas referências, obrigado!

  4. Concordo em gênero, numero, grau e especie(hehehe). A pouco tempo no ano passado, passei por isso na minha empresa, cobramos mais barato e no final saímos no prejuízo tempo = dinheiro. Gastamos demasiado tempo para finalizar o projeto e no dia da entrega o cliente resolveu reincidir o contrato e para ele pagar a multa precista em contrato levou um bom tempo de briga, acaba que só quem perdeu foi a empresa que perdeu tempo, perdeu um cliente e o stress foi o pior possível! Vou repetir o lema do amigo Giovani, “Qualidade, Agilidade e Preço: escolha duas, que a terceira não conseguimos entregar.” Até mesmo amanhã vou falar para a equipe não cometer nunca mais o mesmo erro!

  5. Miguel diz:

    Por aqui pienso que siearn las opciones 1 y 2 puesto que en todos lados te pagan por horas.Por lo tanto si eres re1pido y bueno me puedes decir aaaahhhh pero gano menos si me pagan por horas y soy rapido.Hay que pensar mas alla puesto que si sale todo bien ese cliente puede avisarle a otro cliente mira este disenador me hizo este trabajo en tanto tiempo y muy bueno te lo recomiendo siempre pasa eso y uno debe mantener su prestigio(aunque por ultimo imaginario para el ego).Muchos sostienen plantillas durante todos los meses donde anotan que hiciste durante tus horas de trabajo diario ,por ejemplo,le dedicaste 3 horas a Saarelma otras 2 a Kakkonen y 3 horas al cliente Smith .8 Horas de trabajo y tus horas valen .zas luego la cuenta

  6. AFAICT you’ve covered all the bases with this answer!

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