🔥Hot Tip: There is always a number.

"What's your budget?" is not a complicated question but it brings up so many feels. Yes, I said feels because money is inextricably tied to our hearts and minds. People get funny around money and privilege plays a big role. You may get the run around, but there is always a number.

Internalized sexism and misogyny for all genders also factor into how womxn/non-binary people are able to negotiate. The psychology around how people price products and services vs. what they’ll pay is fascinating.

Solopreneurs/Consultants/Founders: Want to know how to avoid hours of scoping down the drain? Want to negotiate with big organizations without fear?

Organizations: Want to make sure your procurement process is not a mess, resulting in the total exploitation of small businesses?

We're not all starting from the same place when we come to bid, price work, pitch, or negotiate a contract. Remember: people need to pay bills & buy dog food.

Each side of the table comes with assumptions & biases. Over or underestimating is commonplace. It helps to learn about how our experience, upbringing, and personal relationship with 💰 play into costing and what we're willing to pay.

There is a game to negotiating. You learn a lot about yourself and how you feel about money when you're determining your value. I can help you unpack your fear of numbers, and do it sensitively. Not everyone has the luxury to lose work.

You can learn the dance if you want to get the number. But what you *need* to know can be found not in their answer, but in how they give it to you. Do they seem annoyed you keep asking? Is there indignation? Do they need guidance/“really don’t have a clue”? Do they consider your position or solely their own?

People are often scared to keep pushing or request a longer time with the contract. Small business owners don't know what questions to ask. While I have a 20+ year career behind my confidence, questioning is in my DNA. I was born this way, always asking the "uncomfortable" questions. Idk why but I have always refused to accept answers from the powers that be unless I felt satisfied.

Besides asking for your client’s budget, help create a smooth process by sharing your numbers freely too! Rates can change; you’re not locked in for life, but don’t be cagey. Set the example. Your rate is your rate. Want to know our numbers? Learn more about fixed priced services or ask away. We have sliding scales on our rate cards and ask our clients to pay based on annual revenue (and the honor system).

If you're building a mission-driven, purpose-led business, you need to be holistic. Teaching clients how to manage the beginnings of "work" better, and aligning your mission with what you do. My support may include how to ballpark projects, estimate your labor, and budget jobs so you don’t keep losing money, sleep, or your soul.

I can let you in on some secrets, show you how to find out the info you need to close work. I can teach you better questions to ask and *how* to keep digging by predicting their next move.

The result? I often put myself out of a job. Once you learn this stuff you probably won't need me or any coFLOWco consultants, at least not for getting to a budget number and signed contract. You may come back to us to learn the next way to level up. You may join the FLOWLab community to connect with other trusted advisors and collaborators.

It’s equally likely CEO’s realize they want a full time COO or CSO because operations and biz dev and strategy are all full jobs. Per a 2019 Salesforce report, the average small business owner does 4.2 jobs, even if they have a staff from 2 to 20. If you want some help with any of the 4.2 hats you’re wearing, hire consultants who can help you keep your head on straight.

To set you up for the long haul and get you paid, audit your biz dev and operations now. Get the numbers you want & deserve without fear and without losing sleep. Don’t wait till you’re even more burnt out or underwater. Let’s get you paid.