A few weeks ago I posted some comments on getting a better rate for your
work in the form of a dialogue between a PHM and an enlightened geek. I
have had a number of requests for more of the same by e-mail.
Rather than come in heavy boots and start posting negotiating fantasies
left and right, I thought I'd ask the broader group if you would like to
see more sample negotiations. Almost every negotiating question I've seen
posted here is common to any * or contractor. The only typical
difference that I've noted is simple: remediation geeks have all the good
cards, they don't always know how best to play them.
This group has been of tremendous use to me and I'd like to feel I was
contributing something more helpful that comments on why the media works
the way it does and amateur economic analyses.
Here's what I can and can't do. If you want it, I'll do it.
I can offer tips on what strategic and tactical goals you need to keep in
mind when you're dealing with the paymasters. I can give you some help on
how to use the contracting market and its anomalies to your advantage. I
can give you some help understanding what a PHMs goals and assumptions are
likely to be in a given negotiation. Most importantly, in my view, I can
give you PHM-resistant arguments to defend what you're asking for.
I can't give you any help deciding which of your technical skills are the
best to highlight. I can't tell you who - outside Scotland - has a good
reputation or a bad one. I can't give you tips that are designed to meet a
specific company's negotiating style, only tactics that work generally.
Most importantly, I can't help you with negotiations that turn on highly
technical IT issues (although I understand these to be rare) - on those
terms I am probably more ignorant than the average PHM.
If you would like to see more of the negotiations, please post. I can
produce one evry fortnight or so and I will monitor the follow-ups to
clarify anything that's asked. If you're interested, I would be grateful of
you could mention what subjects/problems you find most pressing.
Editor, Insider Technology