When chasing new business in startup land or any business for that matter, the time to revenue is more important than the amount or revenue.
It’s easy to believe that a big $500,000 project is better than a little $5000 project. Maybe the big one takes a year. Maybe the small one takes a week or two.
I say the small projects rule! But before I choose, the questions I usually ask myself include:
- How long will it take to get the revenue?
- What is the potential for expensive mistakes?
- What is the probability that the project will go over the time estimate?
- Are we paid in time put in or final completion of said project?
- What level of resources need to go into pitching & winning the project?
- Will we get more smaller projects after successful completion of the first?
When we answer these we usually find that the $5000 project that takes a week is a far better option than the $500K project that takes a year. And the reason that they are better is that the revenue is compressed.