March Madness at - I'm Picking Talent Management over Jesse Jackson.......
ROWE (Results Only Work Environment) and the Holy Grail of Discretionary Effort...

Just Ask and Keep a Straight Face - You'll be Glad You Did...

Too good from a reader not to share.  Becki writes in off the post last week "#Winning - Win Your Next HR Negotiation By Being the First to Name Your Price":

"Tried something like this last week. Got a quote from a vendor for expanded services. Replied back asking for a 70% discount. Ended up getting a 60% discount. TOTALLY INSANE. I work for a small organization (one woman HR). It not only saved us some decent $$ but it made me look good! My 2012 goal is assertiveness. Thanks for the post (totally encouraging to read)."

Retail, as they say, is for suckers.  Too many HR people respect the retail sticker price.

If you don't ask, you can't win.  I know, you came here for strategy... When is the last time you tried to shock someone with your first offer in a negotiation?

Right.  So maybe you need the reminder.  We all do.  

Thanks Becki...



Slightly different perspective here, coming from someone who sells custom research services (both employee satisfaction and customer satisfaction). Our services are customized, nothing out of the box.

That said, oh how I wish more of my prospects would take this approach and just tell me what they want to spend. Many folks I deal with flat-out refuse, as a matter of policy, to disclose their budgets to any providers (even a long-time partner).

Being upfront about your budget is a win/win -- it lets me tailor something to your needs rather than going through three rounds of time-wasting scope changes and guessing games until we're in the ballpark.

At its core, what I really don't get is this: someone who doesn't trust me to not screw them over on price, but then turns around and trusts me with all their employee or customer data.

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