RE: What would *you* do...

Subject: RE: What would *you* do...
From: "Steve Schwarzman" <steve -at- writersbookmall -dot- com>
To: "TECHWR-L" <techwr-l -at- lists -dot- raycomm -dot- com>
Date: Wed, 7 Apr 2004 22:31:29 -0400


About selling documentation, I realize that's not something that everyone is
in a position to do, especially in some product-oriented companies. In
service-oriented companies, it's really just one additional service, and can
be sold as such. The same goes for some product-oriented companies, too.

For example, a company that sells customized packages can sell - with a
little help from even a one-person writing department - customized
documentation. A company that includes documentation with the product can
create training packages for sale to customers who have training needs. That
package can itself be customized (as a billable sale) for customers who want
things done a particular way, or for whom the main product has been
customized.

Interestingly enough, there were times in my experience when documentation
and training - which were normally charged separately - were even thrown in
the deal by senior management to win a major account. This could only be
done once they existed as sellable products/services. Either way, the value
to the company was there in the numbers for all to see.

Steve Schwarzman

Books for Writers - www.writersbookmall.com


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