From the course: Consulting Foundations
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Negotiate the deal
From the course: Consulting Foundations
Negotiate the 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…
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