10/20/16 1 Client Relations: You get what you negotiate Alisa Bonsignore Clarifying Complex Ideas @clearwriter October 2016 1 What do I need? @clearwriter October 2016 2 Can I ask for it? @clearwriter October 2016 3 @clearwriter October 2016 4 Image courtesy of Shutterstock @clearwriter October 2016 5 Image courtesy of Shutterstock @clearwriter October 2016 6
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Image courtesy of Shutterstock@clearwriterOctober2016 21 @clearwriterOctober2016 22
<20% of market rate
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And I apologized for it
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Why?
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Too many nights and weekends
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Terrified that I’d be “caught”
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Image courtesy of Shutterstock@clearwriterOctober2016 29
Underpriced=
Undervalued@clearwriterOctober2016 30
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“You may say to yourself, my god,
what have I done?”- Talking HeadsOnce in a Lifetime
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Take a step back
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What do you ask for?
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Needs assessment
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How much money
do you need?@clearwriterOctober2016 35
Rule of thumb:gross = 2x net
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How many hours per week?
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40 working hours
25 billable
• work you can charge for
15 non-billable
• marketing • contracts• proposals• blogging• reading• IT
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How many weeks per year?
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52 weeks- 2 weeks for federal holidays (down to 50)- 2 more for vacation (down to 48)- Random school holidays (46 or fewer)- Sick days: kids, parents, you (< 45)