Negotiation And Speculation: The Risk Of Selling Low

As a consultant, solo-shop, freelancer—whatever you call yourself—pricing can be tricky. This is very good advice that, unfortunately, took me years to learn the hard way. Now I stand by it. And it’s really simple:

If someone you really want to work with has sticker-shock over your rate, price isn’t the variable you can or need to negotiate with them. Maybe you can change the timeline, the scope, put it into stages so it’s more affordable, etc. The bottom line: if you haven’t defined those things, and they think they’re overpaying you, it won’t end well. Conversely, if you compromise on what you’re worth, you’ll end up resenting the client, or project, or both.

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richard ziade
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