Download - Alisa Bonsignore: Client Relations
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Client Relations: You get what you
negotiateAlisa Bonsignore
Clarifying Complex Ideas
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What do I need?
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Can I ask for it?
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Image courtesy of Shutterstock@clearwriterOctober2016 5
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“Independent years”
10 x 7 = 70@clearwriterOctober2016 7
AARP.com@clearwriterJuly/August2009 8
AARP.com@clearwriterApril/May2013 9
Image courtesy of Shutterstock@clearwriterOctober2016 10
Relationships
It’s a lot like sex
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You don’t know what you’re
doing@clearwriterOctober2016 12
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You assume that everyone else knows more
than you@clearwriterOctober2016 13
You have no idea what you need
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You don’t know how to ask for what you need
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You feel awkward saying
“no”@clearwriterOctober2016 16
“Exploration is what you do when you don’t know what
you’re doing.”- Neil deGrasse Tyson
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Billed hourly
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Extremely apologetic
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Image courtesy of Shutterstock@clearwriterOctober2016 21 @clearwriterOctober2016 22
<20% of market rate
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And I apologized for it
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Why?
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Too many nights and weekends
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Terrified that I’d be “caught”
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Image courtesy of Shutterstock@clearwriterOctober2016 29
Underpriced=
Undervalued@clearwriterOctober2016 30
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“You may say to yourself, my god,
what have I done?”- Talking HeadsOnce in a Lifetime
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Take a step back
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What do you ask for?
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Needs assessment
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How much money
do you need?@clearwriterOctober2016 35
Rule of thumb:gross = 2x net
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How many hours per week?
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40 working hours
25 billable
• work you can charge for
15 non-billable
• marketing • contracts• proposals• blogging• reading• IT
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How many weeks per year?
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52 weeks- 2 weeks for federal holidays (down to 50)- 2 more for vacation (down to 48)- Random school holidays (46 or fewer)- Sick days: kids, parents, you (< 45)
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48 weeks x 25 billable hours/week
1,200 billable hours/year
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$100,000/year ÷1,200 hours
$84/hour@clearwriterOctober2016 45
Lifehacker:Value of your time
http://is.gd/Pq6MDZ@clearwriterOctober2016 46
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Solid financial basis
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@clearwriterOctober2016 49 October2016 @clearwriter 50
confidence?
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CONFIDENCE
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Image courtesy of Shutterstock@clearwriterOctober2016 53
What else do we ask for?
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“You can’t always get what you want. But if
you try sometimes, you might find you get what
you need.”- The Rolling Stones
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Contract terms
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Image courtesy of Shutterstock@clearwriterOctober2016 57
Time
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Establish turnaround times
and deadlines@clearwriterOctober2016 60
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“We need that tomorrow morning.”
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Breathing room
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More money
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Image courtesy of Shutterstock@clearwriterOctober2016 64
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Know the marketplace
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The easy way:Flat rate
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The hard way:Hourly increase
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Ease into it
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The holy grail:Retainers
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Know thy client
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The tougher the client, the shorter
the timeframe@clearwriterOctober2016 74
Image courtesy of Shutterstock@clearwriterOctober2016 75
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http://detectivejane.tumblr.com/image/1046616222@clearwriterOctober2016 77
http://gnomercy.org/event/calling-all-achievers-the-big-lebowski/
“New shit has come to light, man.”- The Dude@clearwriterOctober2016 78
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“No.”
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More experience
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experience
success confidence
value@clearwriterOctober2016 82
We learn from our mistakes
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Mistake 1: Talking too much
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Image courtesy of Shutterstock@clearwriterOctober2016 85
Mistake 2: Apologizing
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Mistake 3:Saying “yes”
instead of “no”
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Mistake 4:Answering the
phone@clearwriterOctober2016 90
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Image courtesy of Shutterstock@clearwriterOctober2016 91
Mistake 5: Billing hourly vs.
per project@clearwriterOctober2016 92
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Mistake 6: Thinking you’re
alone@clearwriterOctober2016 94
Image courtesy of Shutterstock@clearwriterOctober2016 95
Learn from colleagues
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Image courtesy of Shutterstock@clearwriterOctober2016 97
Surrounded by an amazing
network@clearwriterOctober2016 98
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Gets better every year
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Results
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“Never miss a good chance to
shut up.”- Will Rogers
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ClarifyingComplexIdeas.com
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