So, a few weeks ago, I offered up a competitive bid on a project for a commercial writing client I’d done some good work for some time back. The graphic designer on the project (we’d submitted a “turnkey” project bid) had actually worked for the client for 10 years a while back, had the inside track, and knew all the players. They did tell us they’d be looking at several bids, but we figured that was just a formality (after all, they were a government entity, so they had to go through a “competitive bidding process”). Yeah, buddy, we were in like flint.
Well, guess what? They went with a lower bid. Hmmm. Just an anomaly or a “bad economic sign”? Depends on what you decide, I suppose.
Fast forward to last week. It hit me as I was putting together a quote on a project for a prospect who’d called me out of the blue. I knew what I’d normally charge (and get) for a project like this, but found myself wondering if taking the business-as-usual approach was wise in a time when things weren’t quite usual. With the prospect’s admission that he’d be talking to several other writers echoing in my head, I shot a bit lower than I would have, say, a year ago. Still a healthy fee – we’re only talking maybe 10% lower than normal – but the fact that I was playing the game at all pissed me off.
Okay, so I’m a bit torn. Part of me hears my voice admonishing commercial writers: “Don’t play the price game! You’ll lose because there will always be someone willing to do it for less.” Absolutely true. And, “Stick to your guns; the good clients will always pay for quality.” Also true, and I’m working for several of them who haven’t made a peep about wanting me to charge less (and this new guy has no direct experience working with me, so he hasn’t yet gotten to the point where my competence trumps any price sensitivity). And the new year is off to a bit slower start than usual, so maybe that’s part of it.
But then the other side ponders, “Should I be a bit flexible these days? Are clients getting more budget-sensitive?”
So. Am I making a mountain out of molehill? Am I losing my nerve? Or just being realistic? In case all of you think that us seasoned folks always have it all figured out, think again… 😉 Love to hear from you guys about what you’re finding out there…
Are you finding price is becoming a bigger issue these days with your existing clients?
If so, are you becoming more fee-sensitive these days, making adjustments for changing times?
Or, even if it is, are you refusing to play the game at all, charging what you’ve always charged, because, by George, you’re worth every penny?