Convincing a prospect that a software solution is the answer to their productivity problems can be challenging indeed. If the proposed software is a new, custom-developed product, the conversation is almost entirely abstract. The inability to visualize the solution prevents the prospect from understanding the concept clearly. One seemingly obvious answer is to develop a prototype to demonstrate the proposed functionality. A prototype can be invaluable whether selling a custom

Small business owners seeking to develop good software at a reasonable price tell many sad tales about their experiences. Off shoring (i.e., hiring a development team outside the country), nightmares frequently emerge in these stories. Also cited as problematic is the local individual freelance software developer recommended by a family member or friend. Either way, the business owner often feels ripped off and unable to move forward. When the software is delivered, the busin