negotiations – AIIP Connections Blog

Coach’s corner: Getting to ‘yes’

by Mary Ellen Bates, Bates Information Services

One of the most common traps I see new infopreneurs fall into – and I’ve done this myself, too! – is equating a prospect with an actual, paying client. We meet someone at a networking event or have a phone call with someone we met through social media. The person sounds interested in what we do, accepts our business card, and maybe even says “Yeah, we could have used someone like you that one time.” They may attend a webinar we give or download a white paper we wrote. We end the encounter confident that the person will be calling us shortly with an assignment, but then never hear from them again.

What you need to know about Master Service Agreements

Blog post by AIIP member Ellen Naylor

Have you ever had to negotiate your way through a Master Service Agreement (MSA)? AIIP member Ellen Naylor avoided that process until a couple of years ago. In this post she shares what she has learned from her experiences with MSAs.

Using a kill fee clause

Amelia Kassel, President, MarketingBase, shares some tips on when to use a kill fee clause

Historically, I have not used a kill fee clause. More recently I have on occasion.

Without a kill fee clause, there is no protection if a client wants to stop the project before you have completed the research. This was the case with a recent project – until I explained why using limited and inconclusive information for an important business decision was a very bad idea.

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When updates turn into scope creep

Amelia Kassel, President, MarketingBase, shares some tips on how to avoid scope creep

Several years ago, I went through an especially challenging exchange with a client. There were more than 50 emails back and forth over four months. Afterwards I thought, “Wow, next time I’m going to add another $1,500 to the project to cover unanticipated time.”

Continue reading When updates turn into scope creep