When It’s (Mostly) About The Money
- March 25, 2013
- Posted by: Rochelle
- Category: Fees + Revenue
And when they started that discussion, was your instinct to hurriedly re-price to save the sale? Or did it transmit that the client might not be the best fit for you?
How much do you believe in your own worth?
I was put to the test last week.
He was a referral from one of my best clients and it was right in my sweet-spot. He was likeable and had a gravitas that he wore graciously.
He also had an unusually challenging issue that would take great finesse to work with—and a corresponding amount of time. My proposal and fees were to dramatically re-launch his brand and his business over several months. To dig him out of the deep hole he’d found himself in.
I knew proposing this way was a gamble, because he clearly agonized over every dime. He seemed in shock from a recent one-time hit to his bottom line (although he still enjoyed an exceedingly healthy cash flow).
What do you do in this scenario? Do you bid low to get the work since he’s right in your sweet-spot? Or do you shoot straight and let the chips fall?
I chose the latter.
I could have re-scoped the work to match the other proposal. But I believe he needed stronger action and I’d rather lose the work than throw his money (and our good name) down the drain.
In the end, his wallet won out. He graciously called me (he could have easily emailed) to say no—and actually lingered on the call. He was clearly worried about his choice. And I felt for him—and hope that the path he took works out. He’s a good guy.
So in the end, the decision was (mostly) about the money. To him it was his wallet. To me it was my worth.
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