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I disagree with the start high and negotiate down syndrome mentioned above. You run the risk of starting to high and scaring any potential clients away.

My policy is to set my rate/quote (which is higher then my opposition anyhow), and I just don’t negotiate, that’s my opening and closing number. Once you start negotiating, you are immediately setting a level of distrust with any potential client.

I do the same if I go to buy a car, I say to the salesman give me your best price or I walk. As with most salesman they ignore you and go high, so I walk. Then they run after you as you are walking out the door, ”but I can do better”, oops you lied to me. A relationship in business is all about trust.