I promised a colleague a couple of days ago that I'd dig this video up for him. It relates to an informal exchange he and I had about rates for a contractor who's on the short list for sub-ing some work to on a client project.
At one point, the idea was presented that we "dangle a carrot." The suggestion being that we imply the possibility of additional work for that contractor on other future projects if we can get a break on rates today.
I chuckled. I told him, you don't think they've heard that line? 'Matter of fact, it's so cliche that someone made a video parodying all the ways clients try to get cheaper rates.
To my colleague's credit, he laughed good-naturedly. He has enough experience himself to concede the point.
The thing is, many of us have dangled the "future work" carrot ourselves. I can attest to having done so myself early in my career. But, I've since come to believe that most contractors who have the kind of experience that would serve their paying clients well, would recognize that carrot for what it is: a largely empty promise.
But, it also won't be the last time any of us hear it from any of our own prospective clients. And, as service providers, it wouldn't do any of us any good, either, to simply march off with righteous indignation.
Rather, the next time the "future work" carrot gets dangled--especially if it comes from someone in my own camp--I'd love to hear the contractor give a counter-offer that suggests baking into the current contract a promise for the second project. With that promise offered contractually as good faith, the contractor might then be more inclined to offer a blended rate for both projects that reflects a discount on the first.
Failing that, then I think the following response would be highly appropriate:
"You know, Mr. Client, that sounds promising. But, to be fair, I want you to have the opportunity to first experience the quality of my work before you promise assigning any future work to me. So, how about we agree to revisit that rate reduction when the contract for the next project materializes?"
What are your thoughts? Am I off-base? Have you dangled the "future work carrot?" How have you managed it when you were on the receiving end?If you liked this, or any of the articles on this site, please subscribe!
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