Question on rates
I was approached the other day by a small medical research institute, affiliated with a big university, that found me through my website. The ED asked my rates. I quoted $75/hour as my nonprofit discount rate, and she said that was too high for their budget.
So I'm left with that feeling one always has after not getting a job for this reason and would like a reality check. Was I being unreasonable? Given that I have a medical writing background, and a lot of varied grant experience, I felt that I was a pretty good fit for them and my background brought value. No doubt they hadn't counted on paying that much for a grantwriter, but maybe they're the ones being unrealistic. Would love to hear others' takes on this.
So I'm left with that feeling one always has after not getting a job for this reason and would like a reality check. Was I being unreasonable? Given that I have a medical writing background, and a lot of varied grant experience, I felt that I was a pretty good fit for them and my background brought value. No doubt they hadn't counted on paying that much for a grantwriter, but maybe they're the ones being unrealistic. Would love to hear others' takes on this.
Replies to This Discussion
-
Permalink Reply by Melanie R. Negrin, GPC on -
Hello Stephanie. Hold your ground. Your rates are well within the typical range for grant writing services.
-
Permalink Reply by Stephanie Golden on -
Thanks, Melanie. It's so helpful to have that support. I did feel I was right not to take on what would have been a big job getting up to speed for a low rate, but there's always that hollow feeling to cope with!
-
Permalink Reply by Derek Link on -
Stephanie,
I am with Melanie 100%, you need to charge what you are worth. Some prospective clients will not choose not to contract with you, so be it.
My experience tells me that "crying poor" is a common negotiating strategy. If that agency goes with someone cheaper, you could still end up with their business later if the cut rate contractor isn't doing quality work. Just keep in touch!
I have found that people willing to cut their rates often take on more work than they should to make ends meet: the result is their work suffers for it. There simply is no shortcut to creating quality narrative.
Cheers,
Derek
-
Permalink Reply by Lori Bumgardner on -
Stephanie,
I am in agreement -- Hold your ground. I charge $125/hour (with 20 years experience plus the added bonus that I have also ran large grant-funded projects and academic institutes), though I rarely do work on an hourly basis.
Food for thought. Other strategies I use:
Give a discounted rate (let's say $65/hour) for "writing" but a higher rate ($95/hour) for meeting time (this is an incentive to the organization to get their act together before handing a project off to you).
Flat rate (discounted) fee if they pay up front (easy to do especially if I know federal grant X usually takes 100 hours).
Ask them their budget, and then tell them what you can offer for that. I have negotiated that I will write the narrative, but not develop the budget, draft letters of support, etc. More often than not they become so discouraged they "find" the money needed to do it right.
Also, in my experience, I have known less experienced grant writers who charge $35/hour but ended up costing the organization more in the end than I would.....lesson learned.
-
Permalink Reply by Stephanie Golden on
-
Thank you so much, Lori, these are terrific strategies. I do often negotiate what I can offer based on what the budget is, but your other tips are new to me, esp separating the rate for writing and meeting--brilliant.
© 2013 Created by Melanie R. Negrin, GPC.
