Problem Solving › Consulting
Tariffa contestata dal cliente · Consulting · Beginner
Renewing a framework contract, the client's procurement asks for a 15% cut on the day rate, citing 'market conditions' and a cheaper competitor. Your margin on this client is already below average because it's strategic for references. Losing them would hurt but working at a loss would too. Your business contact (not procurement) is happy with the work. How do you handle the negotiation without conceding a flat 15% or risking the relationship?
In rinnovo di un contratto quadro, il procurement del cliente ti chiede un taglio del 15% sulla tariffa giornaliera, citando 'condizioni di mercato' e un competitor più economico. Il tuo margine su questo cliente è già sotto media perché è strategico per referenze. Perderlo farebbe male ma lavorare in perdita anche. Il tuo referente di business (non il procurement) è soddisfatto del lavoro. Come gestisci la trattativa senza cedere il 15% netto né rischiare il rapporto?
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No. Grace judges the substance of your reasoning, not similarity to a script. Different approaches pass, as long as they genuinely solve the problem within the constraints described in the case.
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