Know-How Exchange : Strategy

If you're simply offering to do "something" in 2 weeks' time, then figure out what your time is worth. That'll give you a low number. Then double (or triple) that number, and pitch that figure for your work. That'll give you some negotiating room. But ultimately, the success from your project is in a tightly crafted proposal, so there's no misunderstanding of your scope of work. And do include the cost of developing that proposal into your billing calculations.

It's critically important that you define the deliverables for whatever you propose, so as not to get caught in project-creep. As Jay suggests, it's more important to assess what the project is worth to the client than to guess how much time it will take you. Even if you end up charging less than the project is worth (to them) you want the client to understand the value of what they're getting.

You might want to do some rough projections of the incremental profit they'll realize as a result of your work. That way you can show them that their ROI (on your effort) is a real bargain, even if the absolute number looks big initially.

The risk of coming in with a number that's too low is much greater than the risk of coming in with a number that is too high. It's all about setting the right expectation ... in terms of the specific deliverables as well as the price tag. If the client balks at a high number, you can then negotiate some of the deliverables and not just cut your price (and look like you're desperate).

Heeey lerraji,

both Jay Hamilton-Roth and mgoodman have given you some Great foundational mind tools. These approaches will keep you from losing your Shirt.

It's sooo important for you to operate from a position of Strength…but at the same time be aware that your Customer is in most cases…Especially in this instance wanting you to "Give them a Proposal" so you reveal your hand and I totally get that. (hopefully you've already revealed your hand).

Nearly 26 years ago one hotter than July summer...I had a brilliant mentor who reminded me that...

"A Proposal is only a Summary of what you Have Already Communicated" (past tense).

If you have not already given them a "Snap Shot"…a sort of "Before & After" picture of who they are right now for a glimpse of what they could be...if they only started working out using your new marketing plan...your proposal could be leveraged to work against you. (and this is not to say that you have not effectively done that…it's sort of a reminder of how important it is to be communicating Value and laying out your proposal in your *VCS "Verbal Communication Strategy" so that your proposal is just a summary of what you have already preconditioned your Customer to Expect from you).

But if you have saw where there Strategies are weak and already verbally communicated the Value of how you could Improve upon what they are currently doing...you are no longer on sand my friend but you are now on solid ground.

It is also important that your clients understand that even if you can do this in two weeks the results are not going to be instant like Cinderella…I know you get this but the problem is in most cases...your Customer may not because we live in an "Instant World"…where you can pour your breakfast out of a box…take your dinner out of the freezer and after two and a half minutes in the micro-wave be eating your dinner. So be sure to remind them that finding their ideal Customer is going to require Study…Learning…Practice…Patience…Energy and Time…and like good science…a whole lot of testing.

The above is a good primer to get you in the right place emotionally...because ultimately your customers are not going to buy from you because of the price of your proposal…but they are going to buy from you because of how you made them feel. Be sure to show them good "Before & After" pictures of their company…and KEEP SMILING!!!

How else May I SERVE You lerraji?


Your Servant,

Lovingly Deremiah *CPE, (Customer Passion Expert)