In this episode, I’m chatting with the effervescent, Jodie Riccelli.

Jodie is the business development manager of WebDevStudios a US-based WordPress development agency who specialise in enterprise-level projects.

This conversation was fascinating for me as it gives an insight into the big-budget, big-brand world that can seem a bit mysterious and intimidating from the outside.

Jodie has some great advice and insights into client management, the sales process, and, of course, pricing. I really appreciated her honesty and openness in discussing what some people might think of as the ‘secret sauce’. It’s also good to know that no-one has this all figured out!

We discuss:

• The role of a business development manager
• The length of enterprise sales cycles
• Choosing the right contract type
• Working with purchasing departments
• Rate cards vs. blended rates
• How to handle fixed-price projects
• When to start discussing price
• How to ask for the budget
• And much more