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Often when we negotiate with a client it looks like this:
| “we charge 25% but it is negotiable.
Client | i will do it for 18%.
Cant do 18%, can go down to 20% though?
Client | we have more roles which can and will be released to you soon , so im happy to do it for 18%
Oh ok, well how about 19%, with exclusivity?
And so on..
Lets say the role was paying 60k.
25% of 60k is £15,000
19% is £11,400
How quickly did it take to go from 25% 19%? In other words, in the space of maybe 30 seconds you have lost £3600.
When you talk in percentages it doesn’t have much weight and can detract you away from what these small figures actually mean…i.e £3600.
Consider this approach instead.
Nick | 18% is going to mean i loose over £3600 Mike and whist i understand why you want a cheap deal it needs to be commercially viable for my team and i. How about i take off £1250 from the invoice instead.. that way you have saved over well over a grand for 30 seconds work and i haven’t lost enough to be demotivated?
5% is meaningless. £1250 “savings” is real. It is also only 23%.
Below, please write down what you think to this approach/any concerns/challenges/questions. I shall review it and we can discuss in the session.
This response will be awarded full points automatically, but it will be reviewed and possibly adjusted after submission.
Do you understand the Scenario?