10 things we learned from Negotiating the Brokerage

October 17, 2016 Rob Sandall

Consultant, entrepreneur and ambassador for Talmix Thomas Schirmer dropped by (virtually, at least) to discuss how to get the best from a project you’re ready to pitch for via our brokerage, from initial assessments to final delivery.

Watch the video or skim through the vital points below:

1. You’re Already in the Running

If you’ve been matched to a project by Talmix, we’re already confident that your skills and experience match the brief to place you as a frontrunner. We won’t contact you with anything that doesn’t match who you are or the types of projects you want to work on.

2. You need to be ready, willing and able

Remember, the majority of projects will be starting the second a deal is reached – if the timing isn’t right, or you already have work elsewhere, make sure you’ll be able to commit to the new, additional workload.

Does the project make sense for you - experience in past work. Knowledge/expertise? If you’re unsure, always ask. The Talmix delivery team is there to guide you through.

3. The brief is your friend

Every project has initial details that will highlight the key necessities and desirable goals, so thoroughly read the brief and establish what matters most to your potential client. If you know where the focus lies, you can get straight down to what matters most.

4. Time is of the essence

Remember that the client might have several pitches to read through: keeping things succinct and on-point is more likely to make an impact.

5. Be Realistic

Particularly important. If the client asks something in two days that you know will take a week, speak now – your experience is one of the reasons you’ve been matched in the first place, and that includes helping your client to understand what is and isn’t possible. Overcommitting helps no-one.

6. Represent yourself properly

Remember that the client will see your Talmix profile as well as the summary/overview included in the pitch. That means conveying not only who you are and why you’re a best fit, but remembering that even your profile photograph is suitably professional. Your summary is the first thing that will be read, so give yourself the best chance by adapting that text to bring out the most relevant experience and skills for the project.

7. Grow your understanding

Talmix’s delivery team will have had direct access to the project, and will know exactly what’s trying to be achieved.  If you want to nail your pitch but need a couple of extra facts about the business or the goals, they’re there to fill in the gaps and help you flesh-out your proposal – if you need help, just ask.
 
8. Be precise

If you’re invited to discuss matters further by the client, remember that delivering the project within the (likely relatively short) timeframe will only be possible if goals are agreed, deliverables are set in stone and the strengths and weaknesses of the business and its team are identified from the outset. Get it all down in writing and make sure that you both feel comfortable.

9. Where and how you negotiate matters

If you can’t talk face-to-face, then Skype or pick up the phone. The more personal you can be, the more comfortable the deal will be for both parties – no small benefit when you’re about to jump into the middle of an operation.

10. Negotiations are the beginning, not the end

It’s good to have your limits of what you will and won’t accept, but remember that there shouldn’t be any sense of a winner/loser arrangement to the deal – you’re only just finalising plans to begin working, so make sure you get off on the right foot by keeping negotiations professional, reasonable and realistic.

About the Author

Rob Sandall

Rob has worked in marketing, journalism and SEO for over a decade, operating across b2b and b2c businesses in sectors as diverse as procurement, fine art, law, architecture, literature and financial services. His agency Blackledge & Sandall works with market leaders and award winning artists on anything from website redesigns to print advertising. Out of hours, you can find him wielding a guitar on stage, getting thumped in the boxing ring, or more often than not binge-watching television with his wife and cat.

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