You’ve gotten through the interview and application process for a project. But nothing is perfect and you should be picky when it comes to a contract. Not too picky of course that you’re impossible to work with but picky enough that you ensure your boundaries are in place. Now, it’s time to negotiate the details of the work contract.
Here are some tips on how best to get what
Make it easy for the contractor
Demonstrate your compatibility and showcase your proven results with past projects.
Strike the perfect balance between picky and attentive
The saying “everything is negotiable” is often true, but the opportunity to negotiate some of the details of the work contract may have already passed. If you’re negotiating an hourly contract, and the client already has your proposed rate, don’t try to increase the hourly rate. Instead, look at other aspects of the agreement that may have more flexibility. You can negotiate for things other than money, such as the contract deadline, deliverables, and work schedule.
Know the client
Knowledge is power in a negotiation. Do your research on the potential client. Check out their website, recent news, and review their products and services. The more you know about the client, the better your understanding of how your work will contribute to the client’s bigger picture.
Be confident and assured in your approach. If you don’t feel that way on the inside, at least fake it till you make it. Having confidence in yourself means other people are likely to have confidence in.
Be comprehensive and comprehensible
The client may not be an expert in the subject area. Use your experience and expertise to help them see the value of the activities included in the project. Explain how the work contract will benefit the company and quantify projected results, when possible.
Demonstrate your desirability
Sometimes, clients want to know that you’re choosing to work with them. Expressing that you’ve been invited to other projects, but you want to choose their project, can improve your negotiation position. But, be careful with this approach. You don’t want to make the client think that you’re too busy or that they’re wasting their time because you might decline the project.
Don’t “win” the negotiation but make it better for both parties
You don’t want to start a work contract with the client feeling like they were bullied into an inferior deal. Negotiating work contracts is about finding a mutually agreeable middle ground for both parties. Put yourself in the prospective client’s shoes and look at the value from their perspective. The goal of a negotiation is for both sides happy with the agreement.