Counter-Offers: Get The Job Without Compromising Compensation

Responding to a work order with a counter-offer for more money isn’t greedy or high-maintenance; in fact, most prospective clients and employers expect some negotiation on the terms of compensation. Knowing how to navigate this sensitive conversation will determine if technicians receive their desired pay rate. To understand what goes into a successful counter-offer, learn how to position yourself, avoid common pitfalls and ultimately build on your established success.

Why You Should Counter-Offer
Unless you ask, the answer will always be “no”, and by accepting a work order at face value you may be leaving significant money on the table. Of course, money isn’t everything, but it does signal the quality of your work and can open up the discussion on the value you bring to a project.

Presenting a counter-offer is a great strategy to have a dialogue with your client about why your work is worth more. If you have a niche skillset or specialized experience from previous work, those are clear differentiators for you, and merit compensation that matches.

Money Isn’t Your Only Bargaining Chip
The pay rate is one of many factors that come with a work order. Thus, there are different kinds of counter-offers you can leverage. For example, when a company leaves the ability to counter-offer in the Field Nation Marketplace, there are three options available: Pay, schedule, and expenses.

When the pay rate seems fair, consider offering an alternative timeline for job completion that will free up your workload to take on other projects in conjunction. Or in some cases, you may want to request compensation for extraneous expenses like mileage or specialized equipment. All of these options are in your purview to negotiate up front.

Put Your Best Foot Forward
How you make your pitch on a counter-offer can often make or break the negotiation. Showcase your reputable, sought-after skills without being demanding. Provide specific examples of work you’ve done in the past, reasons why you’re suited for the task, and a short reason behind your request.

Positioning yourself as an expert with concrete reasons why you are countering with a higher rate of pay, a scheduling change, or compensation for expenses will help the client understand your request. This increases the chance that they’ll be willing to consider your offer.

Winning the bid is all about creating a relationship with the client in your request. You can do this by asking questions to clarify the requirements of the job and to understand how the pay rate is determined. You can also explain how you’ll go above and beyond to provide quality service. The key is to be personable, human, and explain why you’ll be the best service provider for the job.

Mistakes to Avoid
Counter-offering can be a delicate process, and even small missteps could undermine your request or cost you the bid.

The most common mistake is not giving your counter-offer any context. If finding work through an online marketplace, there’s an opportunity to include a message with your counter-offer, and it’s strongly encouraged to use that as an opportunity to introduce yourself as an expert and make your case for negotiation.

On that note, it’s also important to be mindful about your tone. Coming across as being too assertive in your message could leave a bad taste in the company’s mouth. If you bid way above market rates or are aggressive with your language toward the client, this will likely lose you the work. Keep your message short and personable, avoid speaking like a robot, and make a good first impression.

Your Business Will Thrive
Counter-offering is a great way to grow your business as a technician, and it gives you the opportunity to form a relationship with new clients from the get-go. As long as your bids are strategic, and they follow the tips above, they can open the door to snowballing your income, expanding your expertise, and winning more work.

Whether your counter-offering or just talking to clients on an online platform, establishing your value as an expert in your field is the best way to build a list of trusted clients who want to work with you in the future.

If you want to learn more ways to build quality relationships with clients and get more work, check out our tips on building a solid client base.