By Michael W. McLaughlin, Contributing Editor
When I needed to hire a contractor for some home renovations, I made sure the contractor was qualified and understood what I wanted. The project seemed headed in the right direction—until we got to the pricing discussion. That’s when the contractor’s interests diverged from mine. The tense negotiations about price nearly scotched the deal.
Consultants often face that dilemma. Things will be humming along nicely as you exchange productive ideas with a client. But when it ultimately comes to the subject of fees, the client and the consultant can end up butting heads.
It’s easy to understand why pricing discussions can be tough. Clients want a low risk project with a predictable outcome and a low, fixed fee. Consultants often want a project with shared risk, flexible fees, and a guarantee of payment.
Because their perspectives differ, clients and consultants alike dread fee discussions. Here are six strategies to help you preserve your profit margins and your client relationships as you work through pricing discussions.
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