Question

Topic: Career/Training

Follow-up Question: Negotiating Up?

Posted by Anonymous on 6/21/2006 at 12:29 AM ET 125 Points
I'm not sure if this is the right forum but I wanted to update you on my previous questions. And thank you again for those who replied.

After I met with the decision-maker on the immigrant employee training project, he "handed" me over to his assistant and gave him a budget to work with. So I am now in the fee negotiation phase. I am told that this amount is all they have budgeted for the project (about half of the estimate I gave them), which means I would have to scale down the program. I need to do a comprehensive and theoretically sound program within a limited amount of time and within their budget. I will end up doing more work by reducing the scope and still end up with a decent program. However, this project is really important as it could lead to future work, not just with this organization but with other companies as well.

Another challenge is: probably would not be as successful in achieving the outcomes (versus the total package that I originally recommended).

The question: what are my chances of negotiating a higher fee? Is it too late for that now?

Assuming that money is the real issue, what other non-monetary options can I ask for without raising the fee?

Are there other issues that I am missing? I'm feeling helpless for some reason!
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RESPONSES

  • Posted by Frank Hurtte on 6/21/2006 at 9:27 AM Accepted
    I would forget about raising the price and instead think about ways you can develop add ons and enhancements that would be done for additional charge.
  • Posted on 6/21/2006 at 11:52 PM Accepted
    Hi, Marlene!

    Congrats on your new project...but, between your words, it's obvious that you're uncomfortable with the whole situation. My opinion is, don't undersell yourself just to keep the project going. If they're not fully committed to the project...and funding it...then they may balk more along the way as you may need more funds to complete ongoing work. In the end, a half-done, probably unsuccessful 'attempt' is worse than dropping the client. Maybe you can chop the project into phases and complete the number of phases you can with the funds available with some kind of clear benchmark at the end of each phase. Then, when they see how successful the pieces are, perhaps they'll add to the bottom-line and drive it to the ultimate conclusion you've already foreseen.

    Good Luck,
    Debi Brady
    Writing & Marketing Consultant
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