8 Ways to Win More Contracts

Hotjobs.com recently published an article proposing 8 ways for consultants and contractors to win more contracts:

1. Prepare to make a great first impression - research the company and subject matter
   
2. Focus on the client and their desire to solve a problem cost-effectively
   
3. Anticipate objections and prepare to deal with them
4. Create a sense of urgency (but understand the client's constraints first)
   
5. Provide an incentive
6. Avoid auctions - don't compete on price; compete on value
   
7. Keep in touch - start with a nice e-mail and then follow up weekly by phone until you get a yes or a no.
   
8. Know when to walk away (better to walk away from an unfair deal)

For the entire article with all the juicy details, click here.