Journal

You know what it’s like, a new project dangles in front of you. It’s tantalisingly. The client seems great. They’ve checked out your website, they LOVE your work and they’re really talking your language. They’ve come in to meet you or you’ve met them out on site. You’ve had a really great conversation. (Oh and by the way, they’re up against it time-wise and money-wise but they really need you to crack on).

And now the cogs are whirring.

You can’t resist.

The site’s just down the road so you’ve swung by at the weekend to take a look. You’ve jotted down a few sketches in an idle moment over lunch, nibbling on a sandwich with one hand, pencil in the other. You’re imagining the possibilities. You’ve set up a project folder. Could this project be THE ONE?

Except now you’re emotionally invested. You’re already on the hook. If you lose this it’s going to be a wrench.

And you haven’t even started negotiating the fee.

Tell me you haven’t been there.

Tell me the client didn’t know exactly what buttons they were pressing.

Tell me how you can effectively negotiate a fee from this position.

You’re already on the back foot, desperate not to miss out. Emotionally invested.

It’s against our nature, and of course we love to get designing, but a level of cool detachment is required in these early moments of a potential project. Don’t let your mind race ahead and certainly don’t even think about designing ANYTHING until the fee is agreed and appointment is in place. Don’t get emotionally invested and be prepared to walk away if the fee isn’t right for you. Saying NO is empowering. Allow yourself to be able to walk away without regret if the fee, programme and appointment terms aren’t agreeable.