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A Poor Start

A Poor Start

If you don't have a non-cancellation clause in your proposals/contracts, and aren't paid in advance, and your key contact is in HR, you stand a huge risk of having your work cancelled without recourse at the slightest economic panic by the client. If the client says, “We have our policies,” reply, “So do I.” Unless your value is appreciated by an executive buyer, and your contract favors you, you'll always be vulnerable. Why run the race with a hundred-pound pack on your back?

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Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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