possibilities: • We do not have to write a proposal and can pass on our cost savings to the client. • The client provides marketing and advertising value. • The client provides R&D collaboration; perhaps his company helps measure the effectiveness of the solution and we can write up the results in a white paper. • The client signs up additional business now and we write down our associated business development costs. • The client pays early and we reduce our accounts receivable costs.
tip- on price negotiation, if we have to pull down price, ask the client for advertising, get results on solutions for a white paper and ask to pay early to cut down account receivable expense.
