A Bid Too Far – On Reaching For and Losing Projects
This post is a re博客, originally published on Tip of the Tongue. It is republished with permission from the author.
什么时候报价过高的问题相当复杂. 上周,我向一位经验丰富的专业人士提交了一份专门服务的投标书. In my proposal, 我考虑了我在时间和精力方面的投资,以及我对他对价值的看法以及支付和欣赏结果的能力的评估. 我想说谈判以协议结束,但是, 唉, he wrote to me that I was far too expensive. 我的回复邮件提供了进一步的理由,得到了一封恭敬但延迟的回复.
这种估计的过程存在于所有的价格谈判中. The service provider needs to consider all the inputs, including the cost of living, time involved, 材料, 文书工作和工作困难的一个因素. On the other hand, 因为任何物品的价值都取决于另一个人愿意为它支付的价格, 想要实现利润最大化的服务提供商必须以某种方式根据已知因素猜测超出该建议的相关金额. 例如,在翻译中,这些因素包括地位.e.代理商或最终客户,地点的价格期望,e.g., Germany vs. India, competition, and personal loyalty, e.g., does the customer know and trust the service provider. To explain the last term, “最好的魔鬼你知道”这个表达经常适用于价格选择. In most cases, 供应商实际上不知道其他投标人提出的预算或实际价格. 因此, 最低价格反映了所有的成本,而上限是客户对价值的定义和支付能力的评估.
即使有经验,也很难每次都准确地做出这样的计算. 有时候,更高的出价会被接受. 其他时候,这个提议似乎太高了, 要么在收到声明该消息的响应之后,要么根本没有任何响应. 回应价格投诉的最佳策略是解释或重申其好处和最终价值, 可能还会提供一点折扣以示诚意, 尤其是在和那些有着谈判文化的人打交道的时候, such as in the Far and Middle East. 当一个提议在没有解释的情况下被默认或明确地拒绝, 花几分钟回顾提案的基础并确定哪些教训是好的商业惯例, 如果有任何, can be applied in the future. No service provider wins them all.
Most of the time, 没有充分了解拒收原因的个别案例造成改变定价政策的不良基础. 首先,通常不可能知道价格是否是真正的问题. Secondly, 即使在未来的投标中降价确实会带来更大的成交量, the resulting jobs may fill the calendar, 这往往使他们无法接受高薪的工作, a phenomenon called opportunity cost. 而不是, a better long-range strategy is to imagine, 识别, 定位, 向那些能够并且愿意支付预期利率的客户推销. 授予, in the short term, it may mean less income but, in the long term, it greatly increases the chance of success on high bids. As an example, 豪华车制造商以相关收入向潜在客户推销, not young couples. 虽然眼前的需求可能需要降低利率,但从长远来看,这是一个冒险的策略.
在实践中,从情感上接受失败是必要的. No service provider wins 100% of its bids. Furthermore, 要了解最终决定所涉及的因素往往是不可能的, which may only partially involve price. 要想独立生存,相信一个伟大的项目就在眼前,这真的很有帮助. Admittedly, 这种信念需要信念,但也是坚实的客户基础和持续营销的产物, two elements that the entrepreneur does control. 值得注意的是,当一些客户发现价格和质量有时是相关的时,他们确实会回到“高”出价. As a positive factor, 找不到工作意味着有更多的时间陪孩子, family hobbies, and mushroom picking, to name just a few pleasurable activities. 只工作不娱乐并不能创造平衡和幸福的生活.
每个自由职业者偶尔都会把桥伸得太远,提出过高的价格. 这样的事件可能令人失望,但有助于永利登录网址成长,甚至繁荣. To apply that famous line by Tennyson (not Shakespeare), 它是更好的出价和失去比没有出价在所有.
About the Author
Stephen Rifkind – Gaguzia Translations – since 2005. He translates from Hebrew, French and Russian to English, both US and UK, specializing in legal and financial documents, in particular contracts and official documents. He is a member of the ATA and SFT (France), 是以色列翻译协会认可的翻译家,也是专业翻译.com certified Pro. 他兼收并蓄的教育背景包括俄语学士学位, Teaching Credentials in French, an MBA and legal studies. 他还曾在卡米尔的布劳德工程学院担任英语讲师, Israel for over 20 years. He has had a 博客 for 10 years.
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