Cost a project and negotiate with a client

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.

1. clarify your understanding of clients needs using information from

   reliable sources

   2. analyse the benefits for the business for individual projects in line

   with company strategy

   3. use reliable information to estimate available budgets for the

   stage of production with which you are involved

   4. identify possibilities that are technically feasible and within project

   constraints and which are consistent with what clients want to

   achieve

   5. identify contingencies and additional skills or equipment that may

   be needed from outside sources that are consistent with company

   policy

   6. propose costs and schedules that are in line with the benefits to

   be obtained for the business and what the client needs to achieve

   7. propose solutions to clients in ways that show how the features

   and benefits are attractive to them and meet their needs

   8. give clients sufficient time to discuss proposals and their

   implications in full

   9. respond to clients needs and negotiating position with valid

   information, respect for their aspirations and an intention to

   resolve any differences

   10. respond to clients questions and proposals in ways that they will

   11. record, track and follow up on correspondence in line with

   company requirements

   12. agree with clients the work to be done, the timeframe, schedule

   and price in line with company procedures

   13. complete and store contract information in line with company

   requirements

   14. identify opportunities to offer additional services that will benefit

   clients and your organisation

1. how to understand clients needs beyond their initial requests

   2. company strategy in terms of profitability, company profile

   (reputation) and developing or maintaining relationships with

   clients

   3. project constraints including cost, required deliverables, timing

   and available resources

   4. company policy and conventions for costing projects including

   rates for creative input

   5. what can be offered that gives clients ‘added value

   6. skills and equipment that can be sourced externally and company

   policy in relation to obtaining them

   7. current viewing standards and current professional, national and

   international standards of delivery and expressions of best

   practice for the range of platforms and content

   8. 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

   9. workflow planning and choice of workflow

   10. problems and risks associated with different kinds of project and

   approach and how to plan for contingencies

   11. technical capabilities and the creative contribution that the people

   available can make to projects

   12. who to consult for further information or guidance on different

   types of project and technical requirements

   13. techniques of negotiation

   14. when it is appropriate to advise clients to use more cost effective

   alternative services

   15. company requirements for record keeping and contract

   documentation

   16. company systems for storage, back up and security