Poll: In negotiating with clients, which of these would you like to have more of?
Thread poster: ProZ.com Staff

ProZ.com Staff
Local time: 15:53
SITE STAFF
Sep 11

This forum topic is for the discussion of the poll question "In negotiating with clients, which of these would you like to have more of?".

View the poll results »



 

Teresa Borges
Portugal
Local time: 23:53
Member (2007)
English to Portuguese
+ ...
Other (time + knowledge of the client) Sep 11

I’ve been around for a while, so experience has given me a certain level of confidence and I know exactly what I should charge, though sometimes the difference between what I should charge and what the client expects is so large that in all likelihood there is no room for negotiation and my client-negotiation skills are useless! So, knowing as much as possible about a potential client is paramount to the way things will evolve. On the other hand, I hate wasting my time jumping through hoops fo... See more
I’ve been around for a while, so experience has given me a certain level of confidence and I know exactly what I should charge, though sometimes the difference between what I should charge and what the client expects is so large that in all likelihood there is no room for negotiation and my client-negotiation skills are useless! So, knowing as much as possible about a potential client is paramount to the way things will evolve. On the other hand, I hate wasting my time jumping through hoops for nothing, but that’s life…Collapse


Fernando Marcelo Freudenthal
Philippe Etienne
Hedwig Spitzer Cáceres
Philip Lees
Muriel Vasconcellos
 

Yetta J Bogarde  Identity Verified
Denmark
Local time: 00:53
Member (2012)
English to Danish
+ ...
Other Sep 11

For me it has never been a problem, I never liked much negotiating.
I have my standard rates - and then it is take or leave it.

Of course, I sometimes have considerations whether my standard rates need to be adjusted.


Philippe Etienne
Hedwig Spitzer Cáceres
Muriel Vasconcellos
 

Philippe Etienne  Identity Verified
Spain
Local time: 00:53
Member
English to French
Knowledge of the client Sep 11

Some agencies disclose the way they operate in small bites, and you find out after addressing the issue of translation rates that they should in fact include more admin, more reading, more expenses, more hassle, more freebies, etc. In a nutshell, you realise you've just offered your services at unsustainable rates. So you revise your rates accordingly, but typically, it's not well perceived.

Maybe such tactics of "gradual disclosing" is used to make people cave in more easily, inclu
... See more
Some agencies disclose the way they operate in small bites, and you find out after addressing the issue of translation rates that they should in fact include more admin, more reading, more expenses, more hassle, more freebies, etc. In a nutshell, you realise you've just offered your services at unsustainable rates. So you revise your rates accordingly, but typically, it's not well perceived.

Maybe such tactics of "gradual disclosing" is used to make people cave in more easily, including to "see how it goes". I've done that too, but my experience is that it has never ever worked out as a sound and fair relationship.

This is why I like to know everything from the first exchanges, from payment terms and discount grids to internal fuzzy matches/homogeneity and workflows. It would save everybody time and telomeres.

Philippe
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Iwona Budzyńska
Fernando Marcelo Freudenthal
Laura Bissio CT
Philip Lees
 

neilmac  Identity Verified
Spain
Local time: 00:53
Spanish to English
+ ...
Knowledge of the client Sep 11

You should charge whatever you think is right (and fair). Based on knowledge of the client, their needs and their ability/willingness to pay without haggling or hassle.

Laura Bissio CT
Philip Lees
 

DZiW
Ukraine
English to Russian
+ ...
Understanding the real client's needs Sep 11

While the power-info-time principle works like a charm, most freelancers still keep thinking like mere employees, not like business-to-business entrepreneurs helping their clients to resolve the issues.

The point is knowing someone for a while neither assumes nor implies knowing their needs, because some clients may not completely realize what they really want, alas.


 

Muriel Vasconcellos  Identity Verified
United States
Local time: 15:53
Member (2003)
Spanish to English
+ ...
Other: Not really applicable in my case Sep 12

As for rates, I've been freelancing for 27 years and I've never felt a strong need to negotiate because my main clients are international organizations that have fixed rate schedules. I have lower rates for agencies, but agencies are paying less and less these days; when their maximum is too low, it's not worth it to me to accept their rates. Something better is bound to come up shortly.

Sometimes I negotiate deadlines, but that's pretty straightforward/ Only three things can happen
... See more
As for rates, I've been freelancing for 27 years and I've never felt a strong need to negotiate because my main clients are international organizations that have fixed rate schedules. I have lower rates for agencies, but agencies are paying less and less these days; when their maximum is too low, it's not worth it to me to accept their rates. Something better is bound to come up shortly.

Sometimes I negotiate deadlines, but that's pretty straightforward/ Only three things can happen: my proposal is accepted; I agree to their deadline reluctantly; or I turn down the job.
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Kay Denney  Identity Verified
France
Local time: 00:53
Member (2018)
French to English
confidence and more knowledge about how much to charge Sep 12

I'm always really surprised when I manage to convince a client to pay more than they want or expect

Last time I was just really upfront (over a rush surcharge), saying that if I charged what they wanted I would then begrudge them and I wouldn't be able to do as good a job because of feeling resentful. I felt it wasn't really professional to say such a thing but the client agreed and we've established a great working relationship since then.


 

Mario Freitas  Identity Verified
Brazil
Local time: 19:53
Member (2014)
English to Portuguese
+ ...
Other Sep 13

I don't know if this is possible, but it would be great to know the average rate each client pays when negotiating. Many times I propose a rate and the client agrees right away, which could mean I could probably go higher. Other times, I offer my regular rate, and the client tries to negotiate a lower price, and many times we do not come to an agreement.
If I knew the average rate the client pays, I could certainly use some negotiationg techniques, starting with the "rate in between", and
... See more
I don't know if this is possible, but it would be great to know the average rate each client pays when negotiating. Many times I propose a rate and the client agrees right away, which could mean I could probably go higher. Other times, I offer my regular rate, and the client tries to negotiate a lower price, and many times we do not come to an agreement.
If I knew the average rate the client pays, I could certainly use some negotiationg techniques, starting with the "rate in between", and not even try to negotiate with "peanut" agencies.
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