Author: RAJ (Arokiaraj Arputharaj)
- The initial project was quoted at: $x
- Changes were required on the project necessitating variations – at double the cost of the original quote!
When this happens, it is ESSENTIAL that you call the client before you put in your variation documentation.
Why?
- The client will suffer from “sticker shock” after he sees your price.
- “Sticker shock” means that the client will be so surprised, and shocked, that he will fall off his chair.
- The client will lose trust in you.
- The client will try to negotiate everything down.
What should I do instead?
- Call the client and say that the changes are huge.
- Do not send variation documentation before addressing the “sticker shock issue”.
- We cannot and do not negotiate on prices.
- Going forward clients can choose between: (i) a fixed price quote – where we take on-board the risks of an infinite amount of variations, or (ii) where we charge variations but come in at a lower price.
- Our variations are FIXED in price.
- They are not negotiable.
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