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10/20/16
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Client Relations: You get what you
negotiateAlisa Bonsignore
Clarifying Complex Ideas
@clearwriterOctober2016 1
What do I need?
@clearwriterOctober2016 2
Can I ask for it?
@clearwriterOctober2016 3 @clearwriterOctober2016 4
Image courtesy of Shutterstock@clearwriterOctober2016 5
Image courtesy of Shutterstock@clearwriterOctober2016 6
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“Independent years”
10 x 7 = 70@clearwriterOctober2016 7
AARP.com@clearwriterJuly/August2009 8
AARP.com@clearwriterApril/May2013 9
Image courtesy of Shutterstock@clearwriterOctober2016 10
Relationships
It’s a lot like sex
@clearwriterOctober2016 11
You don’t know what you’re
doing@clearwriterOctober2016 12
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You assume that everyone else knows more
than you@clearwriterOctober2016 13
You have no idea what you need
@clearwriterOctober2016 14
You don’t know how to ask for what you need
@clearwriterOctober2016 15
You feel awkward saying
“no”@clearwriterOctober2016 16
“Exploration is what you do when you don’t know what
you’re doing.”- Neil deGrasse Tyson
@clearwriterOctober2016 17 @clearwriterOctober2016 18
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Billed hourly
@clearwriterOctober2016 19
Extremely apologetic
@clearwriterOctober2016 20
Image courtesy of Shutterstock@clearwriterOctober2016 21 @clearwriterOctober2016 22
<20% of market rate
@clearwriterOctober2016 23
And I apologized for it
@clearwriterOctober2016 24
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Why?
@clearwriterOctober2016 25
Too many nights and weekends
@clearwriterOctober2016 26
@clearwriterOctober2016 27
Terrified that I’d be “caught”
@clearwriterOctober2016 28
Image courtesy of Shutterstock@clearwriterOctober2016 29
Underpriced=
Undervalued@clearwriterOctober2016 30
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“You may say to yourself, my god,
what have I done?”- Talking HeadsOnce in a Lifetime
@clearwriterOctober2016 31
Take a step back
@clearwriterOctober2016 32
What do you ask for?
@clearwriterOctober2016 33
Needs assessment
@clearwriterOctober2016 34
How much money
do you need?@clearwriterOctober2016 35
Rule of thumb:gross = 2x net
@clearwriterOctober2016 36
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@clearwriterOctober2016 37
How many hours per week?
@clearwriterOctober2016 38
@clearwriterOctober2016 39
40 working hours
25 billable
• work you can charge for
15 non-billable
• marketing • contracts• proposals• blogging• reading• IT
@clearwriterOctober2016 40
@clearwriterOctober2016 41
How many weeks per year?
@clearwriterOctober2016 42
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52 weeks- 2 weeks for federal holidays (down to 50)- 2 more for vacation (down to 48)- Random school holidays (46 or fewer)- Sick days: kids, parents, you (< 45)
@clearwriterOctober2016 43
48 weeks x 25 billable hours/week
1,200 billable hours/year
@clearwriterOctober2016 44
$100,000/year ÷1,200 hours
$84/hour@clearwriterOctober2016 45
Lifehacker:Value of your time
http://is.gd/Pq6MDZ@clearwriterOctober2016 46
@clearwriterOctober2016 47
Solid financial basis
@clearwriterOctober2016 48
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@clearwriterOctober2016 49 October2016 @clearwriter 50
confidence?
@clearwriterOctober2016 51
CONFIDENCE
@clearwriterOctober2016 52
Image courtesy of Shutterstock@clearwriterOctober2016 53
What else do we ask for?
@clearwriterOctober2016 54
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“You can’t always get what you want. But if
you try sometimes, you might find you get what
you need.”- The Rolling Stones
@clearwriterOctober2016 55
Contract terms
@clearwriterOctober2016 56
Image courtesy of Shutterstock@clearwriterOctober2016 57
Time
@clearwriterOctober2016 58
Image courtesy of Shutterstock@clearwriterOctober2016 59
Establish turnaround times
and deadlines@clearwriterOctober2016 60
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“We need that tomorrow morning.”
@clearwriterOctober2016 61
Breathing room
@clearwriterOctober2016 62
More money
@clearwriterOctober2016 63
Image courtesy of Shutterstock@clearwriterOctober2016 64
@clearwriterOctober2016 65 @clearwriterOctober2016 66
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Know the marketplace
@clearwriterOctober2016 67
The easy way:Flat rate
@clearwriterOctober2016 68
The hard way:Hourly increase
@clearwriterOctober2016 69
Ease into it
@clearwriterOctober2016 70
The holy grail:Retainers
@clearwriterOctober2016 71Image courtesy of Shutterstock
@clearwriterOctober2016 72
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Know thy client
@clearwriterOctober2016 73
The tougher the client, the shorter
the timeframe@clearwriterOctober2016 74
Image courtesy of Shutterstock@clearwriterOctober2016 75
Image courtesy of Shutterstock@clearwriterOctober2016 76
http://detectivejane.tumblr.com/image/1046616222@clearwriterOctober2016 77
http://gnomercy.org/event/calling-all-achievers-the-big-lebowski/
“New shit has come to light, man.”- The Dude@clearwriterOctober2016 78
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“No.”
@clearwriterOctober2016 79 @clearwriterOctober2016 80
More experience
@clearwriterOctober2016 81
experience
success confidence
value@clearwriterOctober2016 82
We learn from our mistakes
@clearwriterOctober2016 83
Mistake 1: Talking too much
@clearwriterOctober2016 84
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Image courtesy of Shutterstock@clearwriterOctober2016 85
Mistake 2: Apologizing
@clearwriterOctober2016 86
@clearwriterOctober2016 87
Mistake 3:Saying “yes”
instead of “no”
@clearwriterOctober2016 88
@clearwriterOctober2016 89
Mistake 4:Answering the
phone@clearwriterOctober2016 90
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Image courtesy of Shutterstock@clearwriterOctober2016 91
Mistake 5: Billing hourly vs.
per project@clearwriterOctober2016 92
@clearwriterOctober2016 93
Mistake 6: Thinking you’re
alone@clearwriterOctober2016 94
Image courtesy of Shutterstock@clearwriterOctober2016 95
Learn from colleagues
@clearwriterOctober2016 96
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Image courtesy of Shutterstock@clearwriterOctober2016 97
Surrounded by an amazing
network@clearwriterOctober2016 98
Image courtesy of Shutterstock@clearwriterOctober2016 99
Gets better every year
@clearwriterOctober2016 100
Results
@clearwriterOctober2016 101 Image courtesy of Shutterstock @clearwriterOctober2016 102
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“Never miss a good chance to
shut up.”- Will Rogers
@clearwriterOctober2016 103
ClarifyingComplexIdeas.com
@clearwriterOctober2016 104
