So, you’ve submitted your RFP response. You considered pricing carefully and went as low as you felt you could in the proposal. And now the client is asking for your Best and Final Offer (BAFO).
How do you negotiate pricing so that you don’t end up taking a loss on the job or being taken advantage of by the client? Is there some way that everyone can win?
On this episode of The RFP Success Show, I share my top three tips for negotiating your BAFO, challenging you to know your own value and be willing to walk away.
I explain why negotiating doesn’t have to be a zero-sum game, discussing how to approach the process with a win-win mentality.
Listen in for insight on removing something from the offer when you drop your price and learn how to adjust the scope of a job in a way that doesn’t impact the outcome.
My top 3 tips for negotiating your BAFO with procurement
How taking a loss on a job impacts your business
Why you can’t be afraid to walk away from the negotiating table
Why negotiating doesn’t have to be a zero-sum game
The danger in letting a client nickel-and-dime you
What to take away from the offering if you drop your price
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Email podcast@rfpsuccess.com
Pricing Strategy on RFP Success Show EP081
