The Standard Group Plc is a multi-media organization with investments in media
platforms spanning newspaper print
operations, television, radio broadcasting, digital and online services. The
Standard Group is recognized as a
leading multi-media house in Kenya with a key influence in matters of national
and international interest.
A few months ago, I found myself in what I felt was an awkward situation. A potential consultancy client approached me with a request to hire me for some work. However, during subsequent meetings, and before we signed an agreement, a couple of things became apparent.
One, they had no intention of signing the agreement we were discussing and two, they kept pushing me for ‘advice’ on a free basis, which under other circumstances I would charge for.
It even got to the point where they implied that since I had not been in business for too long, I should consider doing free work for them so that they could decide whether to pay me or not. For a minute I almost bought into their logic. But after speaking to a few of my peers, I realised that I would be selling myself short.
Awkward conversations
The thing about money conversations with clients is that they can turn awkward fast. A client is pushing for you to do free work with a promise of unspecified future work. Another wants to extend the scope beyond what is reasonable.
Or yet another implies that you are too pricey. This especially happens when you are dealing with offering your services as opposed to buying and selling of goods and it is very easy to start doubting your value.
Have a rate sheet
The very first thing is develop a rate sheet for the different services that you offer. Research the market taking into consideration your competencies, and most importantly value. Even before you have client testimonials, you can use your experience in your previous job to show effectiveness.
Any time you receive an enquiry, give a little free advice but from then on send a rate sheet informing the client of your fees. Legitimate enquirers will engage you based on this.
Have a script
Have a standard script for awkward conversations. If a client wants to extend the scope of work without increase in fees, be clear about why, in reference to the contract, the new request falls outside what was agreed.
Do not be emotional, stick to the facts. To build relationships, give some free work but ensure this does not go beyond say, five to ten per cent of the value of the total job. If you decide to do a free job for a client, let it be a clear conscious decision and not one based on fear.
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