Panel session report: Proposals and negotiations

AIIP members, Linda Rink, Chrissy Geluk, and Matt Von Hendy tackled proposing and negotiating costs, deadlines, deliverables and project scope in their panel presentation at the AIIP19 Conference. Marilyn Harmacek, Insight Analyst at MHConsulting  reports on the tips and tricks shared by the panel speakers.

Tips on proposing and negotiating costs, deadlines, deliverables and project scope are always appreciated by AIIP members. In an informative panel session three AIIP members shared their knowledge:

• Linda Rink, Rink Consulting, outlined several win/win strategies for creating solid proposals;
• Chrissy Geluk from Librarian At Your Service talked about “REAPing Rewards” for constructing client connections; and
• Matt Von Hendy, Green Heron Information Services gave several negotiation tips he learned the hard way.

All three speakers agreed it’s very important to not shy away from discussing money from the start and stand your ground during negotiations by remembering the value you bring to the table.

Owner of Rink Consulting for 15 years, Linda Rink handles both primary and secondary research and her proposals can be quite complex. Her win/win strategies help with not only winning the business, but also convincing the potential client that you are the best person to work with.  Linda’s tips include:

• Clearly stating objectives, assumptions, and budgets right up front can ward off potential confusion.
• Getting clarity on necessary client information required to complete the project, such as passwords, financial data, database access .
• Including ‘just enough’ information in the proposal to generate interest in your knowledge and skills while not allowing your potential client to do the project themselves.

And yet, Linda’s proposals are so precise they also act as her contract.

Melding her library skills with her background in science, pharma/biotech and Microsoft Office 365 knowledge, Chrissy Geluk launched her Librarian At Your Service business in 2015. Chrissy approaches her REAP Rewards philosophy as a way to build the client relationship:

Recognize an opportunity through casual conversations and serendipitous encounters;
Extemporization — expect the unexpected and be ready to improvise;
Attention to details when listening to the client can lead to hidden opportunities;  
Patience building the consultant-client relationship as all good things take time.
Rewards include the immediate financial and client returns as well as future potential for more.

Green Heron Information Services launched almost eight years ago with Matt Von Hendy working to solve client problems in the science, technology and public policy. Piggy backing on its success, he just launched a research-specific arm focused on the unique needs of public policy professionals. Matt readily admits he freaked out when he had to negotiate his first contract and looked to AIIP for everything from a written template to member tips on language and composure — all found on aiip.org or in the AIIP-L archives.

Matt Von Hendy recommends being approachable to clients — from the client’s point of view — and listening to your intuition when you’re considering a project are two key tips to negotiation success.

Thank you to Marydee Ojala, Editor, Online Searcher Magazine for sponsoring the panel session.