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Negotiate
PD

PD
or

or
!

!
W

W
O

O
N

N
Y

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U

U
B

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to

to
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(1) Lead with data

Before you go to a new client with your proposal, or
approach an existing client with a change in your
contract, give your customers the opportunity to
transparently assess their own programs first
(2)Talk value, not tactics
Standing out in a cluttered marketplace is a matter of
showing your value beyond the tangible; many
companies lose out at the negotiating table
because they don't grasp the importance of telling
a value story.
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PD

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or
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W

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B

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(3) Provide options

Always listen to your client's desired results and end
goals -- you'll be better equipped to recommend service
and pricing options to them. Again, let their self
assessment be your guide.