"There Will Be More"

Let's set the scene.

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Interior: Any creative business at some point.

• A client approaches you with a project.

  
  

• As you and the client discuss the project, it becomes clear that the client wants you to accept some degree of unreasonabless: delayed payment, an unrealistic budget, an overly ambitious timeline, etc.

  
  

• When you flag concerns, the client offers you some version of the following: "I get it, but, if you are able to work with me on this one, I have a lot more work coming your way."

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I call this tried-and-true client negotiation tactic the "There Will Be More Gambit".

The move here is to encourage you to accept something that is otherwise unacceptable on the vague promise that future riches await.

This can be incredibly tempting for owners, executives, and others who are responsible for generating revenue and have experienced pipeline anxiety.

So, how should you respond?

It is critical that the situation be assessed on its merits. Here are some key questions to drive your assessment:

• How unreasonable is the client's ask? Are we talking about a mild annoyance or something patently absurd?

  
  

• If you accept the unreasonableness, what is the worst-case scenario? Could an otherwise mild annoyance turn into something much worse?

  
  

• What does it say about this client's operating style? Is this a one-time issue or a preview of coming attractions?

  
  

• Even with the risk and without the future work, does this first project provide real value? Is it profitable? Does it give you a meaningful case study that you can leverage?

  
  

• How real is the promised future work?

On this last point, it is important to dig deeper with the client and ask direct questions . What exactly is the future work? What is the timeline? What budget is allocated and approved? Will you have to compete for this work or is it guaranteed?

There are times when taking a calculated risk can pay dividends. But doing that math requires stripping away the myth and digging into the reality.