Consultant
Deal negotiation
The commercial side of IT services and software contracts, from first offer to signature. Each clause is priced in margin, delivery risk and time to signature before deciding how far you can give way.
Scope
What it covers
- Negotiation strategy and concession limits
- Scope, service levels and penalties
- Pricing models: fixed price, time and materials, subscription
- Multi-party deals with partners and subcontractors
- Preparing the team before meetings
- At the negotiating table on your side
What you getNegotiation plan · clause positions · risk account
Questions
Frequently asked questions
Which pricing model should we offer: fixed price, time and materials or subscription?
It depends on who should carry the scope risk. A fixed price moves it to the supplier and needs a precise scope and a margin reserve. Time and materials leaves the risk with the client, and a subscription suits services with a predictable workload.
What is a risk account?
A table of the clauses that move money or risk: penalties, service levels, liability and payment terms. For each one you see what it costs in margin and how far you can concede. Concessions then follow a plan rather than the pressure of the meeting.
Do you take part in the negotiations yourself?
Yes, where it helps: at the table on your side, or preparing the team before the meetings. A legal review of the contract, if needed, is agreed separately.
How it works
From request to engagement
Request a time
Pick a day and time in the calendar. The request reaches Mr Mavrov as an invitation in his Google Calendar.
Confirmation
The time is fixed once the invitation is accepted. You receive a confirmation by email.
First consultation
At the office, online or by phone. Have the documents ready: contracts, correspondence and anything with a running deadline.
Written agreement
The scope of work and the fee are agreed in writing before the work begins: a consulting agreement.
Consultation
Book a time
60 minutes at the office, online or by phone. Open times come straight from Miroslav Mavrov’s calendar.