Cutting Remarks

In my last post, I suggested a few courses of action if a client should ask for a discount. There may be times when to stay in the frame or worse, stay afloat, you have to reduce your fees. In these circumstances:

• Always show the discount on your invoices. Start with the full rate and clearly itemise the "special discount as agreed". This way you will always remind your client (and yourself) that it's an abnormal arrangement.
• Agree on a cut-off time and scope for the reduced rate. Projects have a habit of running over time and expanding sideways. Cover yourself and leave the door open for further negotiation if the goalposts start to move.
• Agree on a review period. If the reduced rate is for a client where a long-term relationship may eventuate, make sure you put a time limit on the discount. Along the way confirm through discussion the value for money your client is receiving and keep this information up your sleeve as ammunition for the review.
• Make sure you establish clear boundaries around what you do and what you do not do. If you are to discount it's not OK that you work in a way that was not agreed.
• Make sure your client gives you what you need when it's needed. If anything starts to go awry speak up quickly and get it fixed.