[hinkley]

The deal is that you’d have to provide the customer not just with a price quote but a complete requirements doc based upon the discovery. They can shop this to other contract houses. Just a bid leaves them I’m the hole with absolutely nothing to show for it.

Of course no customer would accept that.

[rukuu001]

Yeah.

Back in the day a proper requirements doc was something a client would pay for. It’s a tangible thing with real value.

These days we sell design sprints that produce validated prototypes instead (thank god for Figma). This is a much easier sell and still gives the client the opportunity to decide if we implement the thing or if they hand it off to someone else.