Pricing negotiation meeting prep (tonight)

TL;DR

Use this as the execution sheet for tonight: set your target numbers, walk the client through 3 package options, and handle discount pressure by adjusting scope instead of lowering core value.

Meeting target

• Primary target: secure agreement on package direction and commercial model (build + monthly).
• Secondary target: agree next step and timeline for revised proposal sign-off.
• Minimum acceptable outcome: clear client budget ceiling plus approved scope shortlist.

Numbers to lock before meeting

Fill this first. Do not start negotiation without it.

How to fill:

• Best case = highest realistic value if client takes your preferred package.
• Target = value you expect to close tonight with normal negotiation.
• Minimum acceptable = lowest value you accept without harming margin/quality.
• Initial build fee = one-time delivery cost for scope phase 1.
• Monthly subscription fee = recurring fee for support, maintenance, and minor improvements.
• Maximum discount = hard limit you allow before changing scope/SLA.
• Discount exchange rule = what gets reduced when price is reduced.

Package structure (bring these 3 options)

How to fill:

• Basic: must solve core client problem with minimum scope.
• Standard: your recommended package, best balance for value and delivery stability.
• Growth: stronger SLA and proactive service for clients who want reliability and speed.
• Keep each package clearly different on scope/SLA, not only on price.
• Put "Not included" explicitly to avoid hidden scope assumptions.

Alternative scenario (higher anchor)

Use this when you want stronger positioning and still keep a realistic floor.

Numbers

Package structure (scenario B)

Scope control sheet

When client asks lower price, use this scope exchange list.

How to fill:

• Write your real trade-offs before meeting, do not improvise during negotiation.
• Prioritize reducing optional features first, never reduce core quality baseline.
• Tie each cost reduction to one clear scope/SLA/timeline adjustment.
• Use this as your response map when client says "too expensive."

5-minute meeting flow

How to fill:

• Replace placeholders with real client context (target outcome, deadline, budget signal).
• Keep each step 30-60 seconds to stay within 5 minutes.
• Prepare one sentence for each step and rehearse out loud twice.

1. Open with business goals

• "Before we discuss numbers, I want to align on your priority outcomes and timeline."

1. Confirm scope and risk

• "From your side, what is non-negotiable for launch, and what can move to phase 2?"

1. Present pricing logic

• "To keep quality stable, we separate one-time build fee and monthly service."

1. Offer 3 package choices

• Briefly show Basic, Standard, Growth.

1. Handle negotiation pressure

• "If we need to reduce budget, we can adjust scope or SLA, but we should keep quality and delivery stability."

1. Close with next step

• "I will send the revised proposal by [time], then we can finalize on [day/date]."

Objection handling quick lines

How to fill:

• Customize wording to your speaking style, but keep the negotiation logic intact.
• Add 2-3 objections you expect from this specific client.
• Keep answers short: acknowledge, reframe with value, offer scoped trade-off.
• "Can you lower the price?"
  • "Yes, we can adjust budget by reducing scope first. Which features can move to phase 2?"
• "Why monthly after build?"
  • "Monthly service keeps the system reliable, with maintenance, support, and improvements so performance does not drop after handover."
• "Another vendor is cheaper."
  • "Understood. Let us compare scope, support response, and delivery risk line by line so the decision is fair."

Included vs excluded (agreed draft)

Included in build fee

• Setup and delivery of MVP scope agreed before development starts.
• Core user flow implementation for launch (only features listed in final scope lock).
• Basic UI implementation for approved pages/screens.
• Basic QA and bug fixing before go-live.
• Deployment and go-live assistance for 1 production release.
• 1 revision round for minor adjustments within approved scope.

Excluded from build fee

• New features requested after scope lock.
• Major UI/UX redesign after development has started.
• Third-party paid tools, licenses, API usage, hosting, domain, and infra costs.
• Data migration/cleanup beyond agreed initial format.
• Integrations not explicitly listed in scope lock.
• Extra revision rounds beyond the included 1 round.
• On-site support and urgent same-day change requests.

Included in monthly 300k (flat)

• Minor bug fixes on existing launched features.
• Light maintenance to keep current features stable.
• Basic monitoring/checkup and issue triage.
• Support via one agreed communication channel during business hours.
• Small text/content/config updates (non-structural).

Excluded from monthly 300k (flat)

• New feature development.
• Workflow/logic changes that alter existing behavior.
• New page/module creation.
• Major refactor or performance optimization projects.
• Emergency work outside agreed support window.
• Third-party service costs (hosting, domain, API, tools).
• Any request estimated beyond light maintenance effort.

Change request rule

• Any excluded item is handled as add-on with separate quote and timeline approval.
• If budget must stay fixed, scope is reduced first to protect timeline and quality.

Scope lock clause (ready to use)

Legal style

Ruang lingkup pekerjaan ("Scope Lock") ditetapkan dan disetujui para pihak sebelum pekerjaan dimulai, meliputi daftar fitur, halaman, alur, deliverables, serta batasan pekerjaan. Setelah persetujuan Scope Lock, setiap permintaan di luar ruang lingkup yang telah disetujui diklasifikasikan sebagai Change Request dan hanya dapat dilaksanakan setelah ada persetujuan tertulis atas biaya tambahan dan/atau penyesuaian jadwal. Dalam hal klien memilih mempertahankan anggaran awal, para pihak sepakat bahwa penyesuaian dilakukan pada ruang lingkup pekerjaan tanpa menurunkan standar kualitas hasil kerja.

Client friendly

Supaya kerja rapi dan jelas, sebelum mulai kedua pihak akan finalkan Scope Lock, yaitu daftar fitur dan hasil yang masuk ke project ini. Kalau nanti ada request baru di luar daftar itu, tetap bisa dikerjakan lewat skema Change Request dengan update biaya atau timeline. Kalau budget ingin tetap, prioritas scope disesuaikan dulu supaya kualitas hasil tetap terjaga.

Session decisions (captured so far)

• Meeting context: client asks Monday launch, so current strategy is MVP launch sprint.
• Negotiation context: middleman initially pitched 25jt, client countered 15jt (not yet validated directly with client).
• Opening stance for tonight: start from 18jt, with fallback ladder 16.5jt then 15jt.
• Monthly model selected: 300k flat for all packages.
• Package differentiation moved to build scope depth, not monthly fee.
• Hard floor rule: 15jt only for strict MVP and tight scope lock.
• Added scenario B: 25jt best case, 20jt ideal target, 18jt lowest, with 500k flat monthly.

2-hour countdown checklist

How to fill:

• Turn each line into a yes/no check before you join the call.
• If one item is incomplete, decide now: finish fast, or remove from meeting scope.
• Do not enter meeting before numbers and package table are complete.
• Lock all numbers in the table above.
• Finalize 3 package table with real prices.
• Prepare one-page scope: included vs excluded.
• Prepare timeline + milestone payment terms.
• Rehearse opening and discount-response lines twice.
• Prepare follow-up message and revised proposal template.

Post-meeting output checklist

How to fill:

• Draft the summary template before the meeting so you can send in under 30 minutes.
• Record decisions in bullet form: agreed, pending, and rejected terms.
• Add promised deadlines immediately to avoid follow-up ambiguity.
• Send summary within 30 minutes (agreed scope, budget direction, next step).
• Send revised proposal on promised time.
• Log accepted and rejected terms in project context.

Related

• [[Projects/lumendev-client-proposal-upgrade/context/index]]
• [[Projects/lumendev-client-proposal-upgrade/lumendev-client-proposal-upgrade]]
• [[Resources/People/Mora Manullang]]