The logical reaction of many who work as freelancers or in agencies with clients will be an immediate “yes.” To me, too, it seems logical to a certain extent, but… collect invoice from clientPhoto rights by Fotolia How many times have you worked longer than agreed with the client without charging a cent for it? It’s even worse. It hasn’t even crossed your mind to charge for it for fear of damaging the relationship and risking future contracts. It is true that in Spain it is not normal to charge the client more than what was agreed despite providing services that go beyond what was agreed . The worst thing is that companies are used to this type of toxic relationship where asking for more does not affect the wallet. There seems to be a unilateral power in which there is an unspoken threat of “if you don’t do it for me, there will be someone else who will do it for me without thinking (and charging)”. How to protect yourself against the risk of losing a client when you charge them more? Even though things are very clear when you read the headline, the situation changes a lot when it comes to taking action. Our time is precious and the fact that we have to work more than expected (and not through any fault of our own) causes profitability to drop. How can we make the client see this? Having a strong personal brand does not protect you from losing clients . It can even be a burden because expectations are raised to unattainable levels. It is the entry point for many but it does not serve as a barrier to prevent you from leaving. In the management part you have to prove that you are really worth it. Do something unique and/or become one of the best : If you offer the same standard service that everyone else in the market offers, you will be easily replaced. Find your special skill that makes the difference. Make it difficult for anyone who hires you to do without you. You have to find something that makes you indispensable and makes you stand out from the rest . Set the terms right from the start : One of the most obvious things to do is to base the relationship on a solid foundation. This means setting out in the contract that anything that goes beyond what was agreed will be billed. It is essential not only to put it in writing but also to point this out in negotiations with the client so that when push comes to shove this is not a surprise. You need a little tact when it comes to billing a client There are other business cultures where charging for tasks beyond what was budgeted is the most normal thing in the world. In the Spanish-speaking world, you tend to generate conflicts with the client. They tend to get angry despite being responsible for the additional cost. Therefore, the best advice I can give you is to be a bit cautious when making the decision to bill for overtime or additional services . In minor cases, you should avoid it. The client should always be informed about it so that he is aware that you are doing more than agreed without charging him. When the client trusts you because he realizes that you don’t mind working 2-3 extra hours without charging more, you have a good foundation. He will understand that it is not the same to work 30 hours as agreed or to have to invest 60 because you have new ideas and that this requires having to increase your bill. It is not about squeezing out 2-3 euros more
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