How to Make Sure You Lose Business
from Alan Weiss's The Uncomfortable Truth® Hosted by Alan Weiss
You can't deal with Hardly Relevant or Losing and Dying. You must be paid at least a deposit in advance. You must have "non-cancellable" under terms and conditions. You have to deal with a legitimate buyer. (I'm a buyer, I just don't have the budget.) The difference between budget and money. Don't argue over small matters and fall into the legal trap. Meet whomever is a stakeholder, especially in small businesses. Conceptual agreement ends with pouring concrete. Don't sacrifice and compromise personal issues. Don't give off "deal vibes". Always give options with value based fees. Always set DTA. Discuss outcomes not "deliverables". Create value with the buyer (that's how to increase fees). Never do a "pilot". Never do pro-bono for a for-profit. Never give a lower fee to sample your work. Do your homework. Act like a peer of the buyer.
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