More Than WE Know

A few weeks ago I was coaching a client through a negotiation for a new contract for her business.  With the job market the way it is, she was inclined to take the first offer on the table.  Money is tight all over these days so she didn’t feel that she could ask for more.

Her assumption around whether the client could offer more money might or might not have been accurate. But even assuming it was true, that does not mean that she had nothing left to negotiate.

When a client can’t give you more quantitative benefits, consider what qualitiative benefits they can provide:

• telecommuting for the work rather than traveling to meet face to face (saves time, gas, parking, and wear and tear)
• accomodations around your schedule (different hours, different days, elongated or compressed schedule)
• publicity in their newsletter, advertising or flyers
• referrals to additional clients
• distribution point for your products
• written references for use on your website

The beauty of these items is that they don’t cost the client a cent more, but they provide you additional benefit in terms of time and energy saved in the current job and in prospecting for future jobs.

What other items have you negotiated for or could you negotiate for that would benefit you but cost your client very little?

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