It’s not true that simply because your organization is way smaller than your client’s that you will never have negotiating power. If they know what they stand to lose in case you drop the project, you can surprise them by turning the tables on them.
It seems that when people buy, they always compare prices, because what else could they compare, right? Hmmm almost.For most things, that’s exactly what happens – with a caveat that people regularly compare prices between what would normally be considered different industries. They will happily compare the price of a homemade lunch with Read more…
Dressing something up doesn’t change what it actually is. You can try and convince yourself that the massive discount you were pressured into allowing is in fact a masterful negotiation trick, but that’s just “putting lipstick on a pig”. Pressure gets to us all. Applying extra pressure in a negotiation may border on unethical, but Read more…
Imagine a fox, used to simple world order – hide from bigger animals, but chase anything smaller than you. But one day, a rabbit refuses to run and calmly punches it in the nose instead. Can you picture the expression on that fox’s face at that moment? Many clients are used to playing Read more…
Some clients are a delight to work with, usually those with a clear need, a healthy respect for what you do, and maybe a sense of humor. Others… well, not so much. Telling them apart in time to “dodge the bullet” is not always easy, but it’s certainly possible if Read more…