Thursday Sherpa Call
This session covered best practices for composing terms of business. A pragmatic approach to fee percentage, settlement period, providing a guarantee, and payment terms were discussed. Peter also shared his approach to placing a confidentiality clause.
[02:05 – 07:11] Wins of the week.
[07:12 – 13:34] Group insight on keeping the momentum: Thoughts on maintaining engagement with the client after sending the proposal.
[13:35 – 20:16] Using video in the sales process for follow-up.
[20:17 – 21:32] Discussion on four components of terms of business.
[21:33 – 30:38] Deep dive on fee percentage component.
[30:39 – 38:22] Deep dive on settlement period clause.
[38:22 – 50:01] Exploring the option of offering an industry-leading guarantee.
[50:02 – 56:54] Negotiating faster payment terms from the client.
[56:55] Peter shares his confidentiality clause.