Beyond the Price Tag: What’s REALLY on the Negotiating Table

By: A Staff Writer

Updated on: Sep 03, 2024

Strong negotiation isn’t just about squeezing clients for the highest rate. Savvy solopreneurs think bigger:

• The Value, Not the Hours: Focus the conversation on outcomes, not your time.
• Payment Terms Count: Net 15 better for your cash flow? That’s worth a rate compromise.
• Scope Creep Protection: Clear contract language is non-negotiable, even if you lower the price.
• Win-Win Mindset: Is there value YOU get from them (testimonials, referrals, etc.)?
• Future Work Potential: Foot-in-the-door pricing IF it builds to more lucrative projects.
• What They Can’t Put a Price On: Flexible hours, less oversight… those have value to YOU.

Negotiation is about maximizing the overall benefit for both parties, not just haggling over dollars.

Strategic concessions on less important points can win you major gains where it truly matters.

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