Negotiation Pack · Part 5

Professional Services

A$480,000 fixed, or A$2,100 a day. Your sponsor wants it signed by Friday. The biggest risk in the deal is on your side of the table.

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Everything here is fictional. Oakridge Mutual, Corvane Advisory and every person and figure in this scenario are invented for training. General information, not legal or financial advice.

Negotiation · about 15 minutes · Part 5 of 5

Professional Services

You're the procurement lead at Oakridge Mutual, a mid-sized insurer. Seven years of billing data has to move to the new billing platform, and Corvane Advisory, who've supported your systems for three years, have sent the next statement of work.

Rhiannon wants it signed by Friday. The new platform goes live in five months.

The offer

Fixed priceA$480,000

Or time and materialsA$2,100 a day

Estimated days200 (A$420,000)

Signature wanted byFriday

You'll read the proposal, choose how to price it, then run the first weeks of delivery. Three meters: What this will really cost (the expected final bill, not the number on the proposal, lower is better), Standing and Risk. A calendar runs from day 0, and one pin on it matters more than the rest.

Everything here is fictional. Oakridge Mutual, Corvane Advisory and every person and figure in this scenario are invented for training. General information, not legal or financial advice.

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