Contracting In IT And Software: Three Lessons To Learn From

I have worked in the software/IT services space for over 20 years. During that time, I have come to understand the frustrations and problems that can arise from the contracting process.

If I were to summarise the problem, it would be: how do you sell as much as you can, as quickly as possible, without too much risk or setting yourself up to fail?

Whilst there is no perfect balance, there are some common issues which, if you address them, will make contracting easier and less risky.

Don't let the contract get in the way

• Make sure your contract is fair. Unless you are lucky enough to be able to say "take it or leave it", your customers will expect some negotiation of your contracts. Whilst nailing down protection in key areas (like IP and liability) is a given, starting from a fair and reasonable position gets you off on the right foot.