How Freelancers Should Negotiate New Assignments

If you’re a freelancer, you know the importance of negotiating a fair rate and relationship for your work. Here’s what to keep in mind during your next negotiation with a client:

• Remember, it’s agile. You’ll be expected to contribute on day one. Therefore, your negotiation should be based on a well-defined, realistic, and well-communicated plan of what you can achieve, by when, and how.
• Do your homework. Take the time to get to know the organization in advance — its business, strategy, values, and relevant news — and bring real organizational insight to the negotiation.
• Establish your value. Negotiate from a position of power by making it indisputably clear — through your portfolio or client recommendations, for example — that you’re at the top of your field and will do a great job.
• Know the value of the work to the organization. Smart negotiators know what success will provide the company, and what failure will cost.