Trade, do not concede
If the client asks for a lower price, exchange it for something meaningful:- reduced scope;
- fewer stakeholders;
- a longer timeline;
- faster payment;
- a longer commitment;
- reduced support;
- removal of optional deliverables.
Negotiate scope before rate
When a client says the fee is too high, ask which outcome matters most. A smaller engagement that still produces a useful decision is often better than an underpriced full scope.Protect payment terms
Deposits and milestone payments reduce financing risk. If a client asks for payment only after results, separate payment for your delivery from any genuinely performance-linked element.Handle procurement pressure
Procurement may ask for discounts or competing quotes even when the business sponsor wants the work. Keep the sponsor involved and make clear which changes affect delivery.Know your walk-away point
Before negotiation, know:- minimum acceptable margin;
- non-negotiable scope protections;
- payment terms you can support;
- delivery risks you will not accept;
- client behaviours that indicate poor fit.
Useful language
We can bring the fee down, but we would need to change one of scope, timing or support. Let’s decide which is least important to you.
I can agree to that payment schedule if we separate the optional workshop from the core diagnostic.
We cannot responsibly commit to that production outcome until the technical design phase is complete. I would rather price that uncertainty explicitly than hide it.Good negotiation protects the relationship because both sides understand what has changed.