Re: FN-FORUM: charging clients

date posted 28th January 2005 18:34

In my experience clients tend to fall into just two categories when it comes=
to the job compared to the quote.

1) Those who are realistic up front with their requirements and when they=
make a change are happy to discuss the cost implications
2) Those who know that their initial requirements were unrealistic and have=
no intention of discussing the cost of changes to their original spec

I have found that the only way to deal with those in category 2 is to=
discuss a potential increase to the original quote as soon as they crop=
up.
If agreed, confirm it in writing / email.
If they are not happy about an increase, offer a cost saving elsewhere in=
the project (if possible).
If they still refuse to pay the extra, then whether you proceed depends on=
how keen you are for that particular business or future business, bearing=
in mind that if they take advantage now they will do it again later. Even=
if you decide to proceed they should know that you have 'done them a favour=
this time'.
The original quote, and any subsequent amendments to it, need to be specific=
so that you can both refer back when needed.

One trick I have used when asked to 'revisit my revised costing' is to make=
the 2nd revised costing even higher. It's funny how the 1st one becomes=
acceptable.

There you go.

It's been a long day.

Stewart