Our goal is to move beyond ‘vendor’ status to become trusted advisors and consultants with our client companies. So – how do we get past scenarios like the ones outlined in this video?
How many of you have ever encountered situations like these? Clients essentially asking you to work for free, or wanting to ‘test out’ your services with a promise to pay next time, or even haggling your fee to an unacceptable low. Forming strategic relationships does require some negotiation, but this must happen on both sides of the table. Sustainable relationships involve both parties benefiting (known in nature as a symbiotic relationship), not just one (known in nature as a parasitic relationship).
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How have you or your company gotten past these types of scenarios? Share your thoughts in the comments below.