Determine Your Rate And Negotiate Carefully With Unreasonable Clients

Consultants who offer executive assistant or computer services on a virtual basis must know their value and be prepared to gauge their billable rate to meet the circumstances.

At some point everyone encounters potential clients who expect professional work at rates that are less than appropriate. For example, a posting advertises an opportunity that matches your highly polished skill set. After making contact with the client you find they don't want to pay a reasonable fee for the services they expect.

While these types of engagements might help to build a newcomer's portfolio or pay some bills when money is tight, a successful virtual service provider knows their value and refuses to be exploited. Make sure clients understands your training, background and areas of expertise. Then, set expectations for services by pricing in accordance with your qualifications and skills.

Be prepared to be flexible, yet firm in your compensation requirements.

? Determine your base rate in advance of client discussions. Scratch it out on paper or create a spreadsheet. Take into account the fixed overhead and variable costs to legally operate your business

? Determine your flex-rates for times you might be willing to work for slightly less or feel the need to demand more pay.

? Calculate the value added for meeting tight time constraints, the demanding nature of the client or the complexity of the project

? Take the time to project costs not otherwise considered in your base rate (long distance, printing, etc.)

A pre-determined rate scale helps you respond calmly and logically to stressful situations, so you can advert potential disasters.

Last year I turned down what seemed on paper to be an ideal "personal assistant" opportunity. The ad described duties such as checking email and preparing responses on the client's behalf. Work assignments would be completed by phone and fax for a client who did not want to use a computer.

The job matched my skill set, but I chose to pass because:

1. The offered rate was 50% less than the low end of my base rate range.

2. The client expected me to own and pay for the operation of a fax machine, but was unwilling to pay for its purchase or operation.

3. The client expected a commitment to work for him part-time, even though hours were going to be determined by him each week

4. The client's refusal to even consider using a computer was destined to create confusion and conflict over what I prepared on his behalf

Regrettably, I realized this potential client was a fussy, technology laggard who wanted a very experienced, highly reliable personal assistant who was agreeable to an entry level rate.

Know when to "pass" on a client so you can continue to market to more viable prospects. Try to negotiate a better rate with clients by matching their expectations with your level of service. Keep an eye out for performance bonuses or other types of perks to balance out discounted rates for good clients.

Elisa Shostak is the founder of Compass Rose Strategic Consulting LLC, an advisory service and secondary research firm based in Seattle, Washington.

This is the first in a series of articles about negotiating with clients and managing a management consulting practice.

Elisa can be contacted through her website: http://www.compassrosellc.com or blog http://www.compassrosestrategic.com

---

Making the Deal: Women as Negotiators

Negotiating is no game. It is not for the weak... Read More

Dont Be Afraid Of Silence

In any conversation with two or more people, there is... Read More

A One Stop Financial Solution

Amy Wright, 34, was extatic when her realtor showed her... Read More

Cross Cultural Negotiations

Cross cultural negotiation is one of many specialized areas within... Read More

How To Deal With A Complainer

How To Deal With A ComplainerA Complainer Is Characterized by:1.... Read More

Negotiating Technology Contracts

Have you ever tried to negotiate a deal for software,... Read More

Managing Conflict, in Life & Work: Using Ancient and Modern Approaches

"Conflict" is a word that can have varying degrees of... Read More

Games are a Reflection of Behavior

You are standing on a small stage yelling, "What's the... Read More

So Whats Your Argument?

Arguments aren't always bad things. Sometimes They're used to convince... Read More

Business: Keys To Negotiating Well

Whether it's buying a car, asking for a pay rise,... Read More

Guidelines for Ambassador Appointments

Ambassadors to other countries are a vital part of international... Read More

The Ultimate Truth in Persuasion

OK, so you want to improve your persuasion power right?Why?... Read More

Negotiations: The Art, Science, & Sport of Online Deals

Negotiations can seem as complex as physics, and in fact,... Read More

Resolve Conflict In 6 Easy Steps - The BEDROL Method

The principles of Negotiation can work for you in any... Read More

Avoiding and Accomodating in Negotiation

The avoiding approach to negotiating is characterized by losing, leaving,... Read More

Negotiate Like a P.R.O.

Whether you're negotiating a peace settlement in a war-torn country... Read More

30 Tips for Keeping Meeting Expenses to a Minimum

Money makes the world go 'round. And when it comes... Read More

Negotiating: Forcing vs Compromising

Forcing is a hard-nosed approach that makes heavy demands from... Read More

How To Make An Inflexible Bureaucrat See You As A Person

Inflexible Bureaucrats Are Characterized by:1. Cares little about your happiness... Read More

Negotiation: A Compromising Position

Negotiating is a hot topic these days for a good... Read More

How Barter Can Help Your Business Online or Offline

How Barter Can Help Your BusinessBarter trade is a powerful... Read More

Ask for More - You May Get More

If you are involved with sales, how do you feel... Read More

Can a Service Be a Commodity

Well Enron dealt with this a little for instance an... Read More

What Are The Four Types Of Negotiating Outcomes?

Negotiating outcomes are the types of results that can happen... Read More

Better Internal Proposals

A colleague of mine has a problem. We belong to... Read More

Secrets of the Trade Revealed: Bartering for Business

In its simplest form, bartering involves an equal trade. One... Read More

Can a Corporate Executive Really Use The Beautiful Mind; To guide decision making?

I would like to comment on the "A Beautiful Mind"... Read More

7 Tips for Bartering Products and Services

What better way to gain a new customer than by... Read More

Embarrassed To Discuss Your Prices? Seven Common Reasons We Cant Talk About Them

Last week, a wonderfully-skilled electrician installed a new light fixture... Read More

How to Change Somebody?s Mind

Believe me, it's not easy! And sometimes, it doesn't work... Read More

Do You Want a Paycheck or a Passion? 10 Qualities Managers are Looking for in Hiring You

Based upon my research of over 300 managers in the... Read More

The Art of Negotiation in 535 words

I want to get better at negotiation, but where to... Read More

Negotiate to Your Advantage

The hardest and most important part of any negotiation is... Read More