When you are negotiating a contract, there will be guidelines that determine the work to be completed and the timeline to be followed. These guidelines often do not go into a lot of detail on how the work is to be accomplished. Go beyond the Request for Proposal (RFP) and deliver more than they bargained for to gain a great business relationship and a solid client base. The RFP is generally the first step in obtaining the business and an additional contract will be negotiated for the actual delivery of the product or service. When negotiating, you will need to make sure that you can deliver exactly what is promised and that you are not over extending yourself. On the other hand you need to make sure that you are not under promising so that you can over deliver.
Use your common sense to determine what is feasible and what is not. If you say you can do more for the same money then make sure it is in the contract. This way the competition is not likely to gain ground on you. Remember it is in the execution of the contract where the business relationship is made or broken. If you can do more for the same money, say so. The customer will be extremely pleased with their choice.
Bette Daoust, Ph.D. is a speaker, author (over 170 books, articles, and publications), and consultant. She has provided marketing, sales, business development and training expertise for companies such as Peet's Coffee & Tea, Varian Medical Systems, Accenture, Avaya, Cisco Systems to name a few. Dr. Daoust has also done extensive work with small businesses in developing their marketing, training, and operational plans. You may contact Dr. Daoust at http://BizMechanix.com You may also view her latest publications at http://BlueprintBooks.com Dr. Daoust also writes for the National Networker http://theNationalNetworker.com |
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