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It's a great business, respected in its category and suddenly your best client announces that all projects over $100k will go through an RFP process requiring six bidders. Now you're facing serious competitors, and a shortage of work. Worse, projects you do win are far less profitable.
“Lowering my price for you wouldn’t be fair to my other clients who do pay my fees in full.” Knowing... View Article
You're desperate to win the gig but the contract terms threaten your revenue. How you say no to some clauses will determine whether you still get the job.
Elliot’s biggest client, Monstrous, was rapidly expanding into the U.K. and Europe. Elliot had noticed accounting issues with them lately.... View Article
Negotiation doesn't have to mean confrontation. Even sensitive, creative people can learn to be tough as nails at the negotiating table.
You've started the project but now the client wants to change the budget. Here's how to proceed when you can't back out or change the project direction.
You've worked with a client to define the project scope, but now there's pressure to cut your price. Here's how to keep the contract on your terms.
It can get confusing when logic and emotion collide at the negotiation table. Here's how turn your emotional response into a tool for better outcomes.
It might be tempting to lie a little when a salary negotiation gets tense. In my experience, I've never once seen a time when lying had a positive outcome.
To be successful, brand design programs for professional services firms require more internal consensus than do similar programs for other business structures.
