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•Integratetheschedulewithregularcostreviews.Reviewthesefrequently,andcommu-
nicateanyproblemsorissues.Alerttheclient.Makesureyoucapturealltime(e.g.,
telephoneconsultation,traveltime,etc.).
•Don'tsurprisetheclient.Togetpaidquickly,makeyourinvoicesmatchyourestimates
exactly.
•Keepfeesconsistent.Basefeesonaratetheclientunderstands.Nofiresales,no
discounts, no arbitrary changes in pricing structure.
•Getitinwriting.Haveanythingrelatedtomoneysignedbytheclient,forlegalreasons
and to prompt a detailed conversation about money before any work gets underway.
•Getallrelatedclientpaperworkandfinancialinformation.Getapurchaseordernum-
ber if it's required. Include a vendor number on your invoices if you were assigned
one. Introduce yourself to the contact person in accounts payable.
•Stayincommunication.Dothisthroughouttheprocess,withtheclientcontactand
the accounting department, if necessary
•Considerincentives.Thiscanbeadiscountforpromptorfastpaymentofinvoices,or
a late fee as a penalty for slow-paying clients.
Questions for Negotiating
Sometimes,aclientcan'taffordyourfee.Thequestionis:whatisactuallyhappening?
Investigate further:
•Willtheyeverbeabletoafforditorisitatemporaryproblem?
•Dotheywanttoworkwithyou?
•Canthescopetoreducedeliverablesbenarrowed?
•Cantheyprovideyouwithreferrals?
•Willyougetagreatportfoliopiece?
•Willyougainrecognition,credibility,orsomeotherbenefitbesidesmoney?
•Isitworthtakingthejob?
Sometimes,youmaywishtonegotiatepricing.Naturally,itneedstobeinyourbest
interesttodoso.Herearesomequestionstoask:
•Canwehavelongertoworkontheproject,perhapsfittingthisjobinbetweenother
work?
•Willtheprojectchallengeuscreativelyandopennewdoors?
•Canwedoresearchandlearnnewskillsthataremarketabletootherclientsbydoing
thisjob?
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