I’m not a believer in hard and fast rules
especially in dynamic situations such a sales proposal with a prospective new client
expect 1 special rule that I always hold fast to during proposal negotiations
and that I urge clients to do the same…
The rule:
Never give discounts.
Here’s what I tell clients to tell themselves:
“I never give discounts
I can negotiate
• payment terms
• scope & timelines
• and even price given a substantial change in scope
but never discount my work.”
Try that when holding fast to your proposal.