Cost a project and negotiate with a client
Overview
This Standard is about obtaining a booking that is beneficial and acceptable to both parties. The manner of negotiation is a combination of professionalism and diplomacy. This Standard could apply to anyone who liaises with clients on potential work.
Performance criteria
You must be able to:
clarify your understanding of clients needs using information from
reliable sources
- analyse the benefits for the business for individual projects in line
with company strategy
- use reliable information to estimate available budgets for the
stage of production with which you are involved
- identify possibilities that are technically feasible and within project
constraints and which are consistent with what clients want to
achieve
- identify contingencies and additional skills or equipment that may
be needed from outside sources that are consistent with company
policy
- propose costs and schedules that are in line with the benefits to
be obtained for the business and what the client needs to achieve
- propose solutions to clients in ways that show how the features
and benefits are attractive to them and meet their needs
- give clients sufficient time to discuss proposals and their
implications in full
- respond to clients needs and negotiating position with valid
information, respect for their aspirations and an intention to
resolve any differences
respond to clients questions and proposals in ways that they will
record, track and follow up on correspondence in line with
company requirements
- agree with clients the work to be done, the timeframe, schedule
and price in line with company procedures
- complete and store contract information in line with company
requirements
- identify opportunities to offer additional services that will benefit
clients and your organisation
Knowledge and Understanding
You need to know and understand:
how to understand clients needs beyond their initial requests
- company strategy in terms of profitability, company profile
(reputation) and developing or maintaining relationships with
clients
- project constraints including cost, required deliverables, timing
and available resources
- company policy and conventions for costing projects including
rates for creative input
what can be offered that gives clients ‘added value
skills and equipment that can be sourced externally and company
policy in relation to obtaining them
- current viewing standards and current professional, national and
international standards of delivery and expressions of best
practice for the range of platforms and content
- how to identify and balance your criteria for accepting projects
such as profit, increased reputation, sufficient time to do a good
job, working for particular people
workflow planning and choice of workflow
problems and risks associated with different kinds of project and
approach and how to plan for contingencies
- technical capabilities and the creative contribution that the people
available can make to projects
- who to consult for further information or guidance on different
types of project and technical requirements
techniques of negotiation
when it is appropriate to advise clients to use more cost effective
alternative services
- company requirements for record keeping and contract
documentation
- company systems for storage, back up and security