| |
| |
|
Negotiation Information |
|
|
|
Determine Your Rate And Negotiate Carefully With Unreasonable Clients
Consultants who offer executive assistant or computer services on a virtual basis must know their value and be prepared to gauge their billable rate to meet the circumstances. At some point everyone encounters potential clients who expect professional work at rates that are less than appropriate. For example, a posting advertises an opportunity that matches your highly polished skill set. After making contact with the client you find they don't want to pay a reasonable fee for the services they expect. While these types of engagements might help to build a newcomer's portfolio or pay some bills when money is tight, a successful virtual service provider knows their value and refuses to be exploited. Make sure clients understands your training, background and areas of expertise. Then, set expectations for services by pricing in accordance with your qualifications and skills. Be prepared to be flexible, yet firm in your compensation requirements. ? Determine your base rate in advance of client discussions. Scratch it out on paper or create a spreadsheet. Take into account the fixed overhead and variable costs to legally operate your business ? Determine your flex-rates for times you might be willing to work for slightly less or feel the need to demand more pay. ? Calculate the value added for meeting tight time constraints, the demanding nature of the client or the complexity of the project ? Take the time to project costs not otherwise considered in your base rate (long distance, printing, etc.) A pre-determined rate scale helps you respond calmly and logically to stressful situations, so you can advert potential disasters. Last year I turned down what seemed on paper to be an ideal "personal assistant" opportunity. The ad described duties such as checking email and preparing responses on the client's behalf. Work assignments would be completed by phone and fax for a client who did not want to use a computer. The job matched my skill set, but I chose to pass because: 1. The offered rate was 50% less than the low end of my base rate range. 2. The client expected me to own and pay for the operation of a fax machine, but was unwilling to pay for its purchase or operation. 3. The client expected a commitment to work for him part-time, even though hours were going to be determined by him each week 4. The client's refusal to even consider using a computer was destined to create confusion and conflict over what I prepared on his behalf Regrettably, I realized this potential client was a fussy, technology laggard who wanted a very experienced, highly reliable personal assistant who was agreeable to an entry level rate. Know when to "pass" on a client so you can continue to market to more viable prospects. Try to negotiate a better rate with clients by matching their expectations with your level of service. Keep an eye out for performance bonuses or other types of perks to balance out discounted rates for good clients. Elisa Shostak is the founder of Compass Rose Strategic Consulting LLC, an advisory service and secondary research firm based in Seattle, Washington. This is the first in a series of articles about negotiating with clients and managing a management consulting practice. Elisa can be contacted through her website: http://www.compassrosellc.com or blog http://www.compassrosestrategic.com
MORE RESOURCES:
Negotiation - Google News |
|
|
|
RELATED ARTICLES
A One Stop Financial Solution Amy Wright, 34, was extatic when her realtor showed her the three bedroom townhome overlooking the lushious golf course. It was exactly the home she was looking for. Are You Scaring Away Potential Customers? When you are trying to make a sale and ask someone to fill out a credit application and new account form, do your potential customers turn around and run to the competition?Author Michelle Dunn, in her new book "Become the Squeaky Wheel," explains how you can avoid scaring customers away and keep them coming back. First, find out what your competition is doing, do they have a credit policy? If they do, what is included? What does their credit application look like? How many forms do new customers have to fill out? Do they have good paying customers? Look online, a lot of business website will have their credit applications available online. Avoiding and Accomodating in Negotiation The avoiding approach to negotiating is characterized by losing, leaving, and withdrawing. No commitments are made, and behavior is impersonal. Games are a Reflection of Behavior You are standing on a small stage yelling, "What's the name of the game?!""Win as much as you can!!!" comes roaring back."Who's responsible for your score?!""I am!!"The audience is composed of ninety men, all prisoners in a federal maximum security prison. While Youre Waiting Not long ago, I made a partnership pitch, on behalf of an organization I represent, to another organization with similar interests. If the idea had come to fruition, it would have radically changed our organization. How To Deal With A Complainer How To Deal With A ComplainerA Complainer Is Characterized by:1. Dissatisfaction in their personal life 2. The Most Powerful Persuasion Skill Youll Ever Learn Criteria ElicitationThis is without a doubt the most important persuasion skill that you can learn. If you'll learn to apply this to every situation in which you find yourself you'll be amazed at the positive results! Many of the hypnotic skills I'll be sharing with you have a parallel in old sales training techniques. Negotiating Technology Contracts Have you ever tried to negotiate a deal for software, computer equipment, or consulting services with a technology company? The task can be daunting. Unfortunately, the sales forces of most IT companies are armed to the hilt with techniques to get the best deal for them, and not necessarily the best deal for you. Can a Corporate Executive Really Use The Beautiful Mind; To guide decision making? I would like to comment on the "A Beautiful Mind" movie and the book, which was actually much better. I just finished reading another book on the similar side of John Nashs' assertion of working together rather than competing against. National and Cultural Negotiation Style Cultural and national negotiation styles reflect communication behaviors and the priorities of that culture. Priorities such as trust, teamwork, non-confrontational situations, and openness are all along a sliding scale with each culture. Win-Win Power Negotiating Let's talk about win-win negotiating. Instead of trying to dominate the other person and trick him into doing things he wouldn't normally do, I believe that you should work with the other person to work out your problems and develop a solution with which both of you can win. How to Change Somebody's Mind Believe me, it's not easy! And sometimes, it doesn't work at all.But while researching my book on how to produce more memorable writing, I stumbled upon these "mind changing" ideas from multiple sources. How To Make An Inflexible Bureaucrat See You As A Person Inflexible Bureaucrats Are Characterized by:1. Cares little about your happiness in life 2. 7 Tips for Bartering Products and Services What better way to gain a new customer than by getting something you need in return? The following are tips to help you use bartering correctly, and make it a good experience for both you and who you are bartering with.1. How To Communicate Using Space What Is Proxemics?The study of the communicative aspects of personal space and territory is called proxemics. Everyone is surrounded by an invisible zone of psychological comfort that follows us everywhere we travel. Making the Deal: Women as Negotiators Negotiating is no game. It is not for the weak or the fragile. Four Ways To Work Out Business Disputes Business owners have four options to resolve disputes with partners, vendors or customers. Each option is based on different assumptions, and entails a different cost. Negotiations: The Art, Science, & Sport of Online Deals Negotiations can seem as complex as physics, and in fact, people go to college to study the science of negotiating just as they would the laws of nature. At the same time, negotiation is like an ancient art form, some sort of Zen mental jujitsu. Negotiate Like a P.R.O. Whether you're negotiating a peace settlement in a war-torn country or a peace settlement in an argument-ravaged relationship, strong preparation is the key to success.The following three steps will help you establish the three keys to your preparation - why you are involved in the negotiation, how you intend to conduct the negotiation, and what are the specific outcomes you are hoping to agree upon. Communicating Across Time Horizons There was a time in my life when I sold life insurance. Well, to be frank, I tried to sell life insurance.
|
| home | index |site map |
| © 2006 |
