Push your luck, but in the right direction (Guest post - Eilidh Milnes)

(Guest post - Author Eilidh Milnes)

Fortune will favour you if you push your luck, but only if you push in the right way and for the right reasons. Last week a client called John had a dilemma. He’s a consultant who had taken on a new contract at an extremely competitive- if not to say cheap –rate; and now he’s feeling annoyed for undercharging.

 "What should I do?" he asked. “They really are taking the advantage of me! “He went on, "I want to tell them to shove their job! But I don't want to damage my reputation.”

John was pushing his luck with this arrogant stance. Fortunately he'd put in the initial bid at a special introductory offer so he did have some room for negotiation. However, part of the problem lay in the fact that he had under charged in the first place. The monthly retainer he had agreed to was not adequate compensation for the hours he was working. He was also surprised by these factors:


1. The client’s employees did not listen to him - or hold him in high regard, respect his opinions and new-age ways of working

2. The client was not communicating with him directly but via an agent! 



I wonder what you would say in similar circumstances. Was the low fee a factor here? What guidance would you offer? 

I needed more information so asked more questions: 

“What do you want to achieve?”  What is the best outcome for you?” 

Speak to your client directly I advised. Talk to the most senior person you have access to, but only after you have squared the circle and resolved matter with the person who is really upsetting you. Ask yourself why you are feeling this way. Who is responsible? Ask the client what he would like to see happen? What you can do to make him happy?

As it turned out, John was not communicating in the preferred method of his client. He had been asked to give advice on a technical matter. He responded by recording a 5 minute video; where he spoke to camera and using a white board to draw out his ideas. He thought this made a complex matter more simple and easy to understand. His client did not like a video response and requested a written reply with bullet points and a summary.

John was not happy when he rang me, but after a coaching he realised it was his error. He had not considered the preferred contact method of his client. At first could not believe that the man did not appreciate the rather cool and clever video. Then he considered the personality, age and cultural preferences of his client and he knew he’d made a wrong assumption. So he wisely changed his way communicating and his attitude and now he is in a stronger position to renegotiate his fee. His client has already agreed to refer him to others; because there is no doubt that John is a highly talented and professional young man, who is learning that respect and reputation are earned.


Eilidh Milnes - pronounced “Ay-lee” – is known as ‘Captain Positive!’ She is a teacher turned motivational speaker, columnist and award winning author. She has two decades of training and coaching experience working with people from Aberdeen to Adelaide in SMEs and multi-national companies.  She is available to speak worldwide. Useful links: @eilidhmilnes LinkedIn Facebook