RE: Re: How to handle when the scope changes?

["GeneK" <gene -at- genek -dot- com>]

If you think there's a good possibility of future work and
the additional work can be done with a relatively small
amount of additional effort (which, to me, would be less 
than 40 hrs on a 6-week contract), I would just take the
additonal work at the original rate and chalk it up to
experience and relationship-building with a new client.  As
far as not being able to convince them to pay a higher rate
for future work, just quote them future work at the higher
rate, and if they say no walk away then rather than now. 
Unless, that is, you've got someone waiting on the side 
willing to pay you the higher rate now.  Bird in the hand,
etc.

What I've been doing in situations where a prospective
client I really, really wanted balked at my current rate 
is to offer a discount of 10% for prompt payment, which I 
define in writing as a check in my hands or mailbox 
within 10 business days.  I've walked away from a few
potential contracts but so far have only had to give the
10% to one client, and it's paid off by making me the first
person they call for all their writing work, including 
some I think they probably would otherwise have dumped on
their internal (nonwriter) people and not contracted out at
all.

Gene Kim-Eng


------- Original Message -------
On
Fri, 16 May 2003 12:55:33 -0400 Kirsten Zerbinis?wrote:

I hear what you're all saying with regard to my having quoted a lower 
rate for the first job.  I agree with you.  I feel like I cheapened 
myself, and like I may never convince them to pay more for future work. 


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