That's just in the nature of their business. They get to write their own specs, so to speak and pitch the business case against those specifications. It may also be the case that they are dealing with operations closer to the money, rather than deep in the switch gear.
But regardless, they are pitching their services based on what the people hiring them care about and what problem or opportunity is the concern. Your case is no different the slots just have different values. Engineering concerns replace conversion rates and not having to deal with companies who leverage nobody-ever-got-fired-for-buying-IBM fear among middle management to their advantage.
As for negotiations, one thing I've learned from HN is only negotiate on scope not your rates. If your price is over budget, the solution is for the client to prioritize. Let them change the spec, it's going to happen anyway as the project advances. Realism regarding resources is one of the key insights of agile methodology.
Finally, if you're not willing to walk away, don't kid yourself into believing that you're really in a position to negotiate. 50% less work at 200% rate is better because it provides time for identifying leads, qualifying prospects, and closing deals at the higher rate.
Good clients are not opposed to your prosperity. Bad clients are.
Comments
That's just in the nature of their business. They get to write their own specs, so to speak and pitch the business case against those specifications. It may also be the case that they are dealing with operations closer to the money, rather than deep in the switch gear.
But regardless, they are pitching their services based on what the people hiring them care about and what problem or opportunity is the concern. Your case is no different the slots just have different values. Engineering concerns replace conversion rates and not having to deal with companies who leverage nobody-ever-got-fired-for-buying-IBM fear among middle management to their advantage.
As for negotiations, one thing I've learned from HN is only negotiate on scope not your rates. If your price is over budget, the solution is for the client to prioritize. Let them change the spec, it's going to happen anyway as the project advances. Realism regarding resources is one of the key insights of agile methodology.
Finally, if you're not willing to walk away, don't kid yourself into believing that you're really in a position to negotiate. 50% less work at 200% rate is better because it provides time for identifying leads, qualifying prospects, and closing deals at the higher rate.
Good clients are not opposed to your prosperity. Bad clients are.