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How will this affect the relationship with our client?
• How will we introduce an outside negotiator to our
client?
• How do I know that our fees will increase by more than
we pay Strogoff Consulting?
• What if the contract falls through?
• How much is there to actually negotiate?
• Is there enough at stake to bring in an outside expert?
• Can't we do it ourselves with some limited advice?
• Can we use what we learn on future negotiations?
MY PASSION FOR NEGOTIATING
RECENT NEGOTIATIONS
How will this affect the relationship with our client?
Maintaining a positive and collaborative relationship is essential in
any professional services negotiation. In fact, the best negotiations
are those in which all parties are satisfied with the final outcome.
Strogoff Consulting employs a highly collaborative negotiating process
that emphasizes shared understanding, education and creative problem solving.
Negotiations typically start by focusing on the client's goals, concerns
and expectations. Even though there are numerous issues to negotiate that
are of concern to the design professional, these are discussed within
the context of the client's goals, concerns and expectations. The result
is that clients perceive the negotiating process as constructive and non-adversarial.
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How will we introduce an outside negotiator to our client?
Michael Strogoff is typically introduced as a consultant who gets involved
in the early phases of projects to help mobilize the team and develop
a project approach, workplan and set of agreements so that the other
design professionals can focus on project-related work. Most clients
are used to outside advisors and understand the role that Strogoff Consulting
assumes. In fact, in most negotiations where Mr. Strogoff acted as the
design professional's advocate, clients conveyed their appreciation of
having him involved and guiding the negotiation toward a successful conclusion.
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How do I know that our fees will increase by more than we pay Strogoff
Consulting?
While the outcome of a specific negotiation cannot be predicted, Strogoff
Consulting has consistently helped design professionals realize fees that
far exceeded those that the design professionals felt they might have
negotiated on their own. In addition to knowing industry standards, Strogoff
Consulting has developed specific tools and techniques for communicating
the value of design professionals' services.
For a list of references who can attest to the results that Strogoff Consulting
helped them achieve, contact
Michael Strogoff.
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What if the contract falls through?
Negotiations seldom fail to result in a final agreement, partially because
clients usually have as much at stake as do the selected design professionals.
The rare negotiation that fails is probably a blessing in disguise for
the design firm.
In his role as outside advocate, Mr. Strogoff has always helped design
firms and their clients achieve successful outcomes. However, should a
negotiation not result in a signed agreement, Strogoff Consulting's fees
are significantly reduced to a previously agreed upon amount. Back
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How much
is there to actually negotiate?
Aside from fees, there are myriad issues that need to be discussed in
most negotiations: services, responsibilities, deliverables, schedule,
budgets, payment terms, insurance-related terms, dispute resolution mechanisms,
relationships to other project consultants, etc. Michael Strogoff knows
from experience that everything is negotiable ¡ the key is to formulate
the right strategy and persuade the client that the desired modifications
are also in their interests. Even when clients state that their "boilerplate
is not negotiable" or a specific clause "cannot be changed" or "fee guidelines
cannot be exceeded", openings can usually be found to negotiate necessary
modifications.
In addition, Mr. Strogoff helps expand the design professional's project
role and influence, thereby giving them more power and control throughout
the project.
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Is there enough at stake to bring in an outside expert?
Mr. Strogoff adds most value when a project is sufficiently large or complex,
when it has challenging demands such as tight schedules or budgets, or
when the client's expectations about fees or agreement terms are unrealistic.
If a project consists of a straightforward building of modest size and
the client is committed to paying reasonable fees and using a fair and balanced
agreement, there is probably not enough complexity to warrant outside
expertise.
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Can't we do it ourselves with some limited advice?
Although many of the tools and techniques can be taught (see in-firm training),
some negotiating skills are innate. This is similar to designing. Given
enough time and training, most people can become proficient at design.
However, truly gifted designers also have other natural skills that are
not easily acquired.
If the people negotiating on your behalf possess the needed skills, have
the proper tools at their disposal and have the time to focus on the negotiation,
they can achieve your objectives. If not, you most likely will achieve
better results by retaining an outside advocate.
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Can we use what we learn on future negotiations?
Yes, the tools and techniques that you will be exposed to can be applied
to future negotiations. In fact, the best way of learning how to more
effectively negotiate is by working closely with someone who excels at
it. While Strogoff Consulting applies tools and techniques that are specific
to each negotiation, they are usually broadly applicable and can be adapted
to other situations.
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