Re: How to handle when the scope changes?

Subject: Re: How to handle when the scope changes?
From: brian_das -at- hotmail -dot- com
To: "TECHWR-L" <techwr-l -at- lists -dot- raycomm -dot- com>
Date: Fri, 16 May 2003 11:24:31 -0600

It's spooky as hell, isn't it? I hope my earlier post didn't seem like I
was criticizing how you handled the beginning of this project. With the
detail you just provided, it sounds like you were pretty clear about it.

So, if I asked your client if they *knew* they were getting a deal on the
first part of the project, what would they say? That might be the key to
the dilemma. If they don't know (or have forgotten) that they're getting a
deal, a price increase might seem oppotunistic. Perhaps your negotiation
could start with getting your client to agree that the first part of the
project was at a reduced rate. You could also get them to agree that the
knowledge you gained from their training is of value. From that position
of agreement, you can proceed from a position of strength.

Again, good luck!


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