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Friday 10 June, 2005
#What's the etiquette?

Chap at a client rings up, asking if I'm interested in a piece of work. While I've worked for the company before, he doesn't know that and has, in fact, been given my name by someone at a third company. I tell him, briefly, about my past history with his company. We discuss some work. We agree that I could do it. He says he'll call back when the spec and sample data is sorted out.

Next day, rather sooner than I'd expected, another chap at the client rings. He's been given my name by the first chap. He talks other bits and bobs of work. Can I start Monday? I say yes, then we have a think about it and he says Tuesday instead. I say yes again. We agree a time to meet.

HR emails. Would the previous contract terms be ok? I reply with my current rate and payment terms, but otherwise yes. She quickly replies saying tough tits on the payment terms. I say nothing.

Sometime later, HR mail again - we checked what we paid you last time, which is less than you want now, which was more than we pay our other contractors. We thought it be that same as before.

Now this strikes me as a bit rude, really. Up to that point, nobody had asked me about how much I cost. The engagement is short, and I'm starting within four working days, at their convenience. I last negotiated terms with them a year ago, and haven't worked for them since the end of October last year. I, frankly, don't give a stuff about their other contractors. That's their business. If they were really worried about the price, they should have said so at the outset.

What's the etiquette here? Is it proper to bring this up now? Or am I get cheesed off for nothing?

Murk [e] [w] said Bottom line: Do they need you more than you need them? [added 10th Jun 2005]
I was a bit chessed off when I wrote this. I've since had a rather good email from another chap at the client, who'd read it. So now I'm a bit embarrassed. [added 11th Jun 2005]
prashton said A difficult one, Jez. I once worked with two other guys in a loose partnership arrangement. One of the other partners proposed we increase our fees by 60%. He was out-voted and left the partnership to struggle on his own with his new terms. Our logic was simply that 20 days a month at the going rate was still better than 10 days (say) at the proposed rate. Working is good, not working is bad when you consult. That being said, you should be paid what you're worth, rarely more, hopefully not less. The other dimension is the length of the project and what you are bringing to it in terms of non-knowledge-based assets - your computer and software, for example. A four day project should be charged at a higher day rate than a 6 month project. Finally, there is the all-in fee approach. This can only work when you are confident you can pull the project off within reasonably accurate time limits and that the client isn't going to play around with the project definition after you've started (or completed) the work. I have found that many clients have no idea about etiquette when it comes to negotiating a fee and more and more they leave it up to the hard-nosed guys in HR to deal with. This is convenient for them, tough for us consultants. [added 25th Jun 2005]

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