Return client requesting time, no agreement in place?

by j77
5 replies
I have a client (growth company, about 80 employees and 12 years old) that I had worked with on a 7-month ongoing contract. They ended mine (+several other consultants' contracts) 8 weeks ago. They were then 20 days late on one of the final 2 payments. So, while concerned, I did end up receiving and also the final payment. All fine and left on good terms, they gave a full month's notice and no issues other than the late payment for one of the invoices.

They've now reached out to me as they're looking for additional help with their marketing content again. While they didn't show interest in continuing with a similar contract (2 days/16 hours per week) and rate, I just had a 30-minute call with them last week where they went into some of their copy needs and asked if I could have another discussion in more detail with their founders 3 weeks from now... Fine for me, no problem I say.

I followed up an hour later with some different price options (halving previous contract to 1 day/8 hours per week OR buying up to 20 or 30-hours/month at a set hourly rate OR a set project by project fee option OR a retainer where $1000/month gets this, $2000/month gets this, and so on).

No response to the fee options, but now they sent the meeting invite an hour later, and the invite is mentioning that we'll discuss their content needs AND that I'll be interviewing the two founders where the topics and discussion points can be used for content that I would help produce.

No problem for me to have another call to discuss their needs, but I'm definitely hesitant to do an interview for the intention of content with no agreement in place.

I'm asking for advice here on the best way to move forward. I've yet to accept the meeting invite and debating how to reply first. We have no agreement and no contract in place, and I don't like the idea of going through with interviewing their founders, then chance it that marketing will turn around after and say, "Yeah, we don't have budget or we changed our minds, so we're going to pass, but thanks anyway for the time..."

I'd appreciate any advice or how others would handle this, considering my history there. Do I just tell them flat out, we need to have an agreement in place before any interview takes place and be very firm about it?

Thanks for any and all advice!
#agreement #client #place #requesting #return #time
Avatar of Unregistered
  • Profile picture of the author Frank Donovan
    I'm unclear why you'd be interviewing the founders, rather than the other way round. Would this be an online or real-world meeting?

    Either way, I think you should reframe the meeting as a consultation, rather than an interview. You've worked for them, you know their business. And they know you.

    You're a professional marketing consultant, so you must be aware of the value of your time and expertise. My advice would be to let them know you'll be billing them for this marketing consultation.
    Signature

    {{ DiscussionBoard.errors[11808403].message }}
    • Profile picture of the author j77
      Originally Posted by Frank Donovan View Post

      I'm unclear why you'd be interviewing the founders, rather than the other way round. Would this be an online or real-world meeting?
      Appreciate the advice!

      Sorry I should have clarified better and worded it as a discussion and Q&A via Teams or on-site at their office where I'd talk with them and ask questions of their solutions/business, etc. and the material and discussion points would be used to create marketing content for them. Creation of thought-leadership stories, quotes for LinkedIn posts, website material, blog posts, etc.

      The concern I have is attending, I go through our discussion and some questions, then they turn around and say, "Yeah, we're not going to use you" but meanwhile I just sat with them for an hour or 2 for that discussion with their founders.

      It would be different if it's more of a discovery call to see where they want my help more specific and what kind of terms, but they've made the meeting into both now a "reviewing our content needs of where they can use me + a more in depth discussion for me to interview the founders that will give insights into creating their marketing content."

      As said, I've worked for them in the past for 7 months creating an absolute ton of material for them at a pretty decent rate, but always with a contract in place for that work. So as said, I'm hesitant to just accept the meeting invite without mentioning this.

      Wondering if I should say "I'm happy to call in and we can discuss what you'd want me to create for you moving forward and potential agreement/contract, but as far as doing an in-depth interview with your founders on that same call, we're going to need an agreement in place before I do that. Or I can invoice you for that time specifically, regardless of if you move forward with me or not."

      I assume this isn't out of line.
      {{ DiscussionBoard.errors[11808407].message }}
      • Profile picture of the author Frank Donovan
        Originally Posted by j77 View Post

        Wondering if I should say "I'm happy to call in and we can discuss what you'd want me to create for you moving forward and potential agreement/contract, but as far as doing an in-depth interview with your founders on that same call, we're going to need an agreement in place before I do that. Or I can invoice you for that time specifically, regardless of if you move forward with me or not."

        I assume this isn't out of line.
        As I said earlier, you need to make it clear that you'll be charging them for this consultation in which you'll be offering your expertise and advice in a professional capacity. You're not one of their employees whom they can summon at will.

        You should resist this turning into a marketing pitch as if you were one of several potential clients competing for their business. They already know what you can provide.

        After the consultation, if they want to rehire you, you can discuss the details of the contract.
        Signature

        {{ DiscussionBoard.errors[11808408].message }}
        • Profile picture of the author Monetize
          Originally Posted by Frank Donovan View Post

          As I said earlier, you need to make it clear that you'll be charging them for this consultation in which you'll be offering your expertise and advice in a professional capacity. You're not one of their employees whom they can summon at will.

          You should resist this turning into a marketing pitch as if you were one of several potential clients competing for their business. They already know what you can provide.

          After the consultation, if they want to rehire you, you can discuss the details of the contract.

          I agree with this 110%.

          I would not be attending any meetings with a previous client, let alone two meetings.

          Send them a questionnaire to complete about their requirements.

          And if they still want to meet with you in person, send them an invoice to be paid in advance.

          Nobody has that sort of time to waste, especially not a small business.
          {{ DiscussionBoard.errors[11808410].message }}
        • Profile picture of the author j77
          Just wanted to call out and thank the two folks @monetize and @frank donovan for their time to reply and offer their strong advice. Exactly the responses I was hoping to get and gave me the guts to go with my gut.

          Just replied to the client's meeting invite informing them we'll need to have a contract or agreement in place before the meeting if I'm doing a Q&A and discussion with their founders, which would be intended for future content.

          I mentioned we can do the easiest and just reduce the previous contract by half the time at a slightly higher hourly rate (hoping to get them to pull me back in on a retainer basis as we had previously ) or then we can do ad-hoc where they request my services and I'd send an estimate and agreement before any project, including for this call.

          I stand comfortable, even if they turn around and say, "Thanks anyway, but no thanks."

          Sometimes we just need that confidence and kick in the pants, even though I've been doing this full-time for 7 or 8 years now
          {{ DiscussionBoard.errors[11808557].message }}
Avatar of Unregistered

Trending Topics