swizard profile picture
swizard profile picture

swizard

Sales Evangelist

Celebrated Contributor
Politicker
Arsonist
+8

Justifying the steep rate increase in software engineering resources

It's no surprise that the demand has skyrocketed amid pandemic and "forced digitalisation' of vast amount of businesses globally


High demand came with:

  • talent shortage on hiring market
  • higher salary expectations of good quality engineers
  • unprecedented talent shortage
  • need to increase the rates for clients to cope with increasing demand vs supply shortage (also to increase the profits!)


On the other hand...

  • clients are moaning about prices increases
  • they are objecting with all the covid-related instability on the market
  • budget cuts etc


How do you justify? discuss.

👑 Sales Strategy
28

10 comments

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1nbatopshotfan
Politicker
4
Sales
I think it’s important to address the problem head on. Unprecedented hiring in the space combined with a health crises in India. It’s industry wide and not specific to your company or product. 
swizard
Celebrated Contributor
9
Sales Evangelist
Totally agreed about the scale of the issue - it's a global-industry-wide challenge. 
saleskick
Opinionated
1
Sales Specialist
agreed on both points here! 
Chep
WR Officer
2
Bitcoin Adoption Specialist
Find their pain point and really do some discovery so you can justify the price when it comes time. If they are still complaining be honest and let them know quality engineers are hard to find thus we have to pay them more
CaneWolf
Politicker
2
Call me what you want, just sign the damn contract
Just be honest that rates are higher. FWIW, I've had clients complain about rates for my entire career that involved implementation or partner implementations. It isn't new.

There is a lot to be said about efficiency. I'd point out that there are low-cost agencies if they want to go that route. But then lay out all the risks (and there are quite a few) going that path. You want the clients who are willing to pay for good work.
Blackwargreymon
Politicker
1
MDR
Just be honest that rates are higher. FWIW, I've had clients complain about rates for my entire career that involved implementation or partner implementations. It isn't new.
Clashingsoulsspell
Politicker
1
ISR
There is a lot to be said about efficiency.
MR.StretchISR
Politicker
0
ISR
Find their pain point and really do some discovery so you can justify the price when it comes time. If they are still complaining be honest and let them know quality engineers are hard to find thus we have to pay them more
Mr.Floaty
Politicker
0
BDR
Find their pain point and really do some discovery so you can justify the price when it comes time.
Cyberjarre
Politicker
0
BDR
Smashed the target quota 100%+

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