A reader writes: "I am on the other side of the tabular array in negotiating contracts with vendors. I practise not accept a vendor'due south challenging my final offer. Your response?"

First of all, I appreciate the fact that the "client is always right" in that their final number is police. I also realize that there are many customers who take "champagne tastes" and "beer budgets" that can issue in an eager contractor declining when they run out of resources within the starting time few months of a new contract start up that was priced incorrectly.

In negotiating contracts, I work with the vendor to provide defensible numbers (and final price) based on a reasonable estimation of the specifications equally to tasks/frequencies and required outcomes. I also work with customers such every bit you who struggle with staying inside their budgets while satisfying tenants who accept been promised a certain level of service for the rent they pay.

Instead of arguing or challenging either party, I simply ask for "clarification" when there is a difference of opinion which happens more than frequently than information technology should. For instance, if the vendor is asking for $2.00 to fulfill the contract and the customer stands firm at $one.00, I just ask both parties "How did y'all go far at this number?" If both parties are open and transparent we tin can identify information and interpretations that can be impacting the difference. Are both using the aforementioned square footage, rest room fixture count, days of service, outcomes, etc? Once these issues are resolved, the cost ordinarily gets a lot closer and there tin can be a win/win outcome.

Please sympathize that neither party can modify wages, benefits and certain required expenses. If the customer is working from a budgeted number that is not reflected in the specifications in that location needs to exist clarification before proceeding.

Your comments and feedback are ever appreciated. I hope to hear from yous before long. Until then, keep it clean...

Mickey Crowe has been involved in the industry for over 35 years. He is a trainer, speaker and consultant. You tin can reach Mickey at 678-314-2171 or CTCG50@comcast.cyberspace.