Many times your clients are much larger than you are. They have power in the relationship. That said, they don't have all the power and they desire your services because they don't have those capabilities themselves. Understand the negotiating process and key negotiating techniques to ensure you don't get taken advantage of or end up in a bad deal.
- Many times, your clients are much larger than you are.…They have power in the relationship.…That said, they don't have all the power…and they want your services because they don't have…the capabilities that you bring to the table.…Understand the negotiating process…and key negotiating techniques to ensure…that you don't get taken advantage of or end up…in a bad deal.…Here's some key negotiating points to remember.…Scope and price are going to be most important to you.…
Focus on those.…Don't waste time on smaller terms in a contract…that you won't get to change anyway,…things like payment terms, confidentiality,…and agreement duration aren't going to be things…that a client is going to give up on.…However, you can use those terms as negotiating points…that you can concede on to get concessions…on price and scope.…I have one client where they had Net 90 terms.…What that means is I would do the work…and they would pay me 90 days later.…
I wasn't happy about that, but I wasn't going to get…to change it anyway.…That said, I did use it to my advantage.…
- Identify types of consulting business models.
- Describe revenue models.
- Explain how to estimate and manage costs.
- Price services using pricing strategies.
- Explain how to negotiate deals with clients.
- List effects of responding to RFPs.
- Identify the phases of constructing a consulting engagement.
- Present findings and implement recommendations.
- Describe different ways to manage legal issues.
Skill Level Beginner
1. Define Your Consulting Business
2. Marketing and Selling
3. Contract and Protect Yourself
4. Run the Consulting Engagement
5. Handle Administration
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