Consulting: Difference between revisions
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# [http://www.amazon.com/dp/0595402178 The Tech Contracts Pocket Guide: Software and Services Agreements for Salespeople, Contract Managers, Business Developers, and Lawyers 0th Edition | # [http://www.amazon.com/dp/0595402178 The Tech Contracts Pocket Guide: Software and Services Agreements for Salespeople, Contract Managers, Business Developers, and Lawyers 0th Edition | ||
by David Tollen] | by David Tollen] | ||
== Negotiating == | |||
* '''Listen'''. Listen to the other side - don't simply advance your own agenda. Understand what your client wants/needs | |||
and WHY they believe they want/need it. | |||
* '''Educate'''. Many of your clients will have little experience with software development agreements. Take a little time | |||
to educate them about milestones, warranties, and other important terms. You'll nearly always develop credibility | |||
when you take the time to educate your prospective client, and this will help you when you negotiate those terms. | |||
* '''Agree'''. You should agree when you can. Many minor issues are not worth disagreement. Think about your client's | |||
points from THEIR perspective and find ways to acknowledge their points and concerns. | |||
* '''Reframe'''. Whenever you can, find ways to reframe issues instead of rejecting them. If you reject something your | |||
client proposes, you'll put them on the defensive. Find ways to reframe their ideas or points and to move the | |||
conversation further. If you're not sure how to reframe something, ask your client to clarify and in that process, ask | |||
questions that help you to reframe the conversation. | |||
* '''Know Your Limits'''. You should always know your walk-away position. In every negotiation, you'll have terms that | |||
you can concede and others that you cannot. Understanding this in advance of the negotiation will help you to | |||
better articulate your views and to avoid wasting a lot of time. Make such terms clear to your client but don't make | |||
If you're looking for good books about negotiation, I recommend: ''Getting To Yes'' and ISBN 0553371312 'Getting Past No''. | |||
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Let's start things off with "Government Contracting" is hard. It takes a lot of knowledge, experience and effort to become approved as a vendor for any given state or federal entity. | Let's start things off with "Government Contracting" is hard. It takes a lot of knowledge, experience and effort to become approved as a vendor for any given state or federal entity. | ||
[http://www.kisbd.com/ The Knowledge Institute for Small Business Development], | [http://www.kisbd.com/ The Knowledge Institute for Small Business Development], headed by Dr. Deborah Osgood and Dr. William Osgood, offers a wealth of great resources and experience to draw from. | ||
== Govt. Contracting Resources == | == Govt. Contracting Resources == | ||
