Mastering Services Pricing



4

Negotiating price

Price and scope are linked

A small reduction

Major reductions

Clients on historically low rates

Dealing with procurement

Just how strong is your relationship?

Negotiating with procurement

Negotiations and Routine Work

This is often a difficult issue for service providers. If a client, or prospective client, argues over your price it can feel like an attack on your credibility and indeed your personal worth: ‘Are you saying that I am not worth £750 an hour?!’ I always felt that it was the one time when partner and client were clearly on opposite sides of the table, arguing against each other, whereas the heart of a good client relationship is close collaboration towards a shared goal. It ...