Before you enter the negotiation process, you should be clear on where you stand. What are the questions you need to ask yourself ?

1. ASK YOUR QUESTION
HOW TO NEGOTIATE A
CONSULTING AGREEMENT?

2. Before you enter the negotiation
process, you should be clear on where
you stand.
•

3. • What would you like to achieve?
• What are the key elements of value to you?
• What are the parts where you can be more
flexible?

4. As in many intangible
services, almost
everything in a
Consulting proposal is
on the table for
negotiation.

5. What will the consultants
deliver?

6. How will the consultants deliver?

7. How much will the project
cost?

8. Instead of focusing too heavily on
the people and the ground you
stand on, look at the overall value
of the project.

9. Assess the
balance of
powers…

10. Decide who will
negotiate…

11. Define the potential scenarios
and the acceptable deals.

12. Know your
priorities and how
they translate
regarding scope
and price.

13. Learn how to decode a
proposal and find the pools of
potential savings.

14. Never forget that you negotiate to get the
best deal…
But so does the consulting
firm.

15. Hélène Laffitte
Cofounder & CEO
• Consulting Sourcing Expert
• Author of Smart Consulting
Sourcing
• MBA Columbia Business School
Want to learn more?
Contact me & start creating
more value.
+1 (646) 477 5953
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CREDITS PHOTOS FROM UNSPLASH
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Slide 8 – Elena Mozhvilo
Slide 13 – Toa Eftiba