How much are you prepared to do for free to win a piece of work?

All businesses whether new or well-established encounter quiet periods where it can be difficult to secure work and at times will consider incentives to encourage sales.

However, cashflow must always remain a prominent consideration and should influence the degree to which you are prepared to provide work without charge.

Businesses need to consider each client on an individual basis to establish whether you should do some work for free or not.

When you’re making a presentation to a client you need to factor in the cost burden within the presentation and make your expectations clear.

It’s all about business respect and if the potential client respects you they will expect to be charged for something or at the very least for third party costs.

Only spend a limited amount of time on work that you’re not being paid for and don’t get too involved in giving too much away.

Say you will create an invoice, but if you are successful at winning the piece of work you can credit the initial work as a gesture of goodwill.

Remember always in business: Turnover is vanity, profit is sanity but cash is reality.

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  1. #1 by Richard Smedley on September 5, 2011 - 7:36 pm

    I agree however there is always the Long Term customer value to factor into the work that you put into the original proposal. Sometimes businesses are too short term in their outlook. Regards Richard

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