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.…
Author
Released
1/24/2018- 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
Duration
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Welcome1m 11s
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Using this course1m 18s
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1. Define Your Consulting Business
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Determine the work you do3m 37s
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Manage your cost structure2m 39s
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Build your organization2m 18s
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2. Marketing and Selling
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Market your services2m 30s
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Manage marketing platforms2m 35s
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Sell your services2m 17s
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Expand client relationships2m 45s
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3. Contract and Protect Yourself
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Price your services5m 24s
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Using pricing strategies4m 14s
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Negotiate the deal4m 30s
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Respond to RFPs2m 59s
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4. Run the Consulting Engagement
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Form the team2m 17s
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Manage clients1m 50s
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Present the findings2m 53s
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Implement recommendations2m 16s
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5. Handle Administration
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Manage team legal issues2m 17s
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Conduct financial activities2m 47s
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Manage taxes2m 35s
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Manage employee issues2m 16s
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Insure your business2m 26s
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Get licensed and certified2m 15s
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Get support2m 20s
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Conclusion
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Avoid pitfalls2m 59s
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Next steps1m 18s
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Video: Negotiate the deal