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

---

Google News Updated : Thu, 24 Jul 2008 12:51:51 GMT Aurilia, Vizquel help Giants rally for win - San Jose Mercury News Washington Post Aurilia, Vizquel help Giants rally for win San Jose Mercury News - 4 hours ago By Andrew Baggarly It would be difficult to claim that the Giants improved their playoff hopes when they rallied for a 6-4 victory over the Washington Nationals on Wednesday night. Aurilia gets key hit, makes pitch for old guys San Francisco Chronicle Giants rally in eighth to edge Nats Sports Network Washington Post - The Associated Press - Washington Times - BlueRidgeNow.com all 455 news articles Publ.Date : Thu, 24 Jul 2008 08:43:04 GMT US cancer boss in mobiles warning - BBC News CTV.ca US cancer boss in mobiles warning BBC News - 2 hours ago The director of a leading US cancer research institute has sent a memo to thousands of staff warning of possible higher risks from mobile phone use. Cell phones: The next cigarettes? The Week Daily Group sees possible link to brain cancer Baltimore Sun ABC News - Los Angeles Times - dBTechno all 549 news articles Publ.Date : Thu, 24 Jul 2008 10:35:11 GMT Obama to demand more from Europe in Berlin speech - Reuters BBC News Obama to demand more from Europe in Berlin speech Reuters - 26 minutes ago By Caren Bohan and Noah Barkin BERLIN (Reuters) - US presidential candidate Barack Obama is expected to call on Europe to do more in hotspots like Afghanistan when he speaks in Berlin on Thursday in his only formal address of a week-long foreign tour. Berliners welcome Obama as they did JFK Christian Science Monitor Obama Starts European Trip With Stop in Germany Wall Street Journal Voice of America - The Associated Press - AFP - Washington Times all 686 news articles Publ.Date : Thu, 24 Jul 2008 12:25:11 GMT Sudan's president boogies on last Darfur pit stop - AFP BBC News Sudan's president boogies on last Darfur pit stop AFP - 36 minutes ago EL GENEINA, Sudan (AFP) - A dancing Sudanese President Omar al-Beshir paraded as a man of peace on Thursday during a heavily protected tour of Darfur defying accusations that he masterminded genocide in the region. Sudan counters charges with diplomacy Los Angeles Times Al-Bashir in Sudan peace pledge The Press Association Bloomberg - Monsters and Critics.com - New York Times - Workers World all 1,767 news articles Publ.Date : Thu, 24 Jul 2008 12:15:43 GMT Day After, WNBA Untangles Brawl - New York Times ChattahBox Day After, WNBA Untangles Brawl New York Times - 7 hours ago By MIKE OGLE Some of the WNBA’s biggest stars commanded national attention Tuesday night and into Wednesday - but not in a way their teams or the league wanted. Don't count on fights becoming WNBA trend USA Today WNBA may have a fighting chance Los Angeles Times ESPN - Detroit Free Press - Hartford Courant - Denver Post all 876 news articles Publ.Date : Thu, 24 Jul 2008 05:06:48 GMT Hunt begins for Karadzic helpers - BBC News BBC News Hunt begins for Karadzic helpers BBC News - 1 hour ago Officials investigating captured Bosnian Serb ex-leader Radovan Karadzic say they will track down and punish those who aided his false identity. Video: Karadzic plans to defend himself in The Hague RussiaToday Kenya: Karadzic's Fate a Lesson AllAfrica.com AFP - Telegraph.co.uk - International Herald Tribune - Hartford Courant all 5,884 news articles Publ.Date : Thu, 24 Jul 2008 11:47:45 GMT Finding Bale's dark side - Chicago Sun-Times Times Online Finding Bale's dark side Chicago Sun-Times - 3 hours ago BY BILL ZWECKER Sun-Times Columnist 'The Dark Knight'' star Christian Bale's alleged ''assault'' in London against his mother and sister is part of a long-simmering family feud. Batman star stays silent in Spain BBC News Christian Bale's lady sidekick: Sibi Bale Los Angeles Times E! Online - hecklerspray - Times of the Internet - New York Daily News all 2,556 news articles Publ.Date : Thu, 24 Jul 2008 09:08:50 GMT Rss Feed Reader Website Traffic Promotion

PARLOT::Ebooks, Scripts, Websites, and more...

Adsense websites

How to Negotiate Effectively

You may be thinking, "Gary, I am a mom, housewife,... Read More

Four Ways To Work Out Business Disputes

Business owners have four options to resolve disputes with partners,... Read More

30 Tips for Keeping Meeting Expenses to a Minimum

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

The Ultimate Truth in Persuasion

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

7 Tips for Bartering Products and Services

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

The Six Rs for Changing MInds and Overcoming Resistance

This article borrows from Howard Gardner's book, "Changing Minds" (2004).... Read More

Business: Keys To Negotiating Well

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

Avoiding and Accomodating in Negotiation

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

National and Cultural Negotiation Style

Cultural and national negotiation styles reflect communication behaviors and the... Read More

Where to FIND the BEST Employees --

Obviously, you might logically say, "that is good!" You would... Read More

What Are The Four Types Of Negotiating Outcomes?

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

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

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

Negotiating Technology Contracts

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

Determine Your Rate And Negotiate Carefully With Unreasonable Clients

Consultants who offer executive assistant or computer services on a... Read More

How to Change Somebody?s Mind

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

Negotiating Skills Will Get You Ahead

Negotiating skills can help you manage lots of different kinds... Read More

Negotiating: Forcing vs Compromising

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

How Barter Can Help Your Business Online or Offline

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

Communicating Across Time Horizons

There was a time in my life when I sold... Read More

The Art of Negotiation in 535 words

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

Writing an RFP (Request for Proposal)

A while back, a potential client provided me... Read More

Are You Scaring Away Potential Customers?

When you are trying to make a sale and ask... Read More

Negotiating Tactics: How To Strike A Negotiable Opening Shot

There is no right or wrong to fire up your... Read More

Secrets of the Trade Revealed: Bartering for Business

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

Making the Deal: Women as Negotiators

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