Successful Independent Consulting by Johanna Rothman

Author:Johanna Rothman [Johanna Rothman]
Language: eng
Format: epub
Publisher: leanpub.com
Published: 2020-02-10T00:00:00+00:00

8.2.3 Read or Generate the SOW

I write proposals that look like a Statement of Work (SOW). And sometimes, the client either restates my proposal in their form. Or they ask me to generate an SOW.

The SOW is your last chance to write down the payment terms you want for your fee. For example, you might want a deposit or payment in full for short-term engagements. Or, you can offer a discount for payment in full two weeks before the engagement starts. The SOW is your last chance to clarify the payment terms.

Even when I explain my payment terms in my proposals, somehow, by magic, the client changes those terms in the SOW. Read the entire SOW to get the correct terms.

Even if you get the SOW right, you might still have a client whose Accounts Payable staff thinks their job includes negotiation with you.

I start with the economic buyer. I write to explain why I must decline that PO and express my regret that we couldn’t work together at the original fee for the original terms.

If I still want the business, I inform the economic buyer that I can take those terms, but at a much higher fee. (That fee is often peanuts to the client but makes a huge difference for my cash flow.)

Only the economic buyer can fix the process that requires you to take their terms instead of yours.

Now that we’ve addressed the most common contracts with corporate clients, it’s time to discuss other contracts. You will sign an agreement about your IP if you write or speak for webinars, conferences, or companies.

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