Negotiating With Clients

I’ve had 4 legal battles since starting my business. Could I have avoided them? Probably. But I didn’t have the funds for a proper lawyer. I didn’t have the founder network to ask the right questions. I was figuring it out as I went - like most of us do. So, let me help you not learn the hard way. Here are 5 clauses I now include in every contract to protect my work, my business, and my sanity: 1. Non-cancellable, non-refundable agreements If you’ve qualified your clients properly, this shouldn’t be a problem. But if someone signs, onboards, and then disappears? We still get paid. And so should you. 2. Immediate or short payment terms We don’t do 30- to 90-day terms. You wouldn’t work for 3 months without pay - so why should your business? Cash flow isn’t just admin. It’s survival. 3. Enforceable payment protection Your contract should include: Interest on late invoices A “stop work” clause if payment isn’t made A clause that guarantees you still get paid even if the client delays the project Your time is not free. Put it in writing. 4. Intellectual Property stays yours Anything we bring to the table = ours. Anything we create for you = yours. Clear. Simple. No grey area. We once had a client record a training session… and try to resell it behind a paywall. Now our contract includes a £10,000 fine per breach. And in that case, per breach = per view. 5. Don’t work with d*ckheads. Not a legal clause - more like legal wisdom... 😂 🚩 If they’re pushing for discounts before asking about outcomes 🚩 If they want to start work before signing or paying 🚩 If they delay, ghost, or act shady in the first 10 days… Walk away. Trust me. Yes, contracts are important. But court is expensive, stressful, and slow. The best legal advice I can give you; - Protect your business. - Trust your gut. - And don’t work with d*ckheads. Learning from someone else’s mistakes is a hell of a lot cheaper than learning from your own. You’re welcome 💜 😉 P.S - Want to finally get the confidence to start building your personal brand online? This is your sign. I’m hosting a FREE Zoom masterclass SEPT 10th. Join here: https://lnkd.in/gMwytmS3 and I'll show you exactly how to build your personal brand (and the life you want!).

When I started drafting contracts for international clients, I made a checklist that I still rely on today. Sharing it with you because it truly saves time, errors, and embarrassment: 1️⃣ Title Make it clear, industry-recognized, and aligned with the relationship. 2️⃣ Recitals This is the story behind the contract. When written well, it removes 80% of future confusion. 3️⃣ Definitions Your in-house glossary. One well-defined term can prevent an entire dispute. 4️⃣ Scope of Work (SOW) Who will do what, how, when, and with what deliverables. If something goes wrong, this is the first clause everyone opens. 5️⃣ Term & Termination Start date, end date, renewal, and exit routes—because no contract should trap either party. 6️⃣ Payment Terms Amount, timeline, taxes, milestones, late fees. Include everything. 7️⃣ Confidentiality Protect what must not be shared. Especially in founder–freelancer or startup–consultant relationships. 8️⃣ IP Rights Don’t assume ownership. Write it. Highlight it. Reconfirm it. 9️⃣ Liability & Indemnity Your risk-management heartbeat. Saves clients from unnecessary surprises. 🔟 Governing Law & Dispute Resolution Because knowing where a fight will happen is half the battle. If not structured properly, you might end up losing more in travel than in litigation fees. I hope this helps you draft with more confidence and fewer mistakes. I am attaching a more detailed document with this post that is downloadable. Happy learning! --------------------------- Hi, I'm Arshita, your legal mentor and compliance partner. I guide law students and legal professionals through mentorship and practical training, and I work with founders and startups to simplify contracts, compliance, and legal issues. If you are a law student or legal professional who needs guidance with internships, jobs, freelancing, or legal consultation, you can book a consultation call here: topmate.io/arshita_anand

One of the greatest opportunities I see for the next generation of client-facing professionals: Being the ones who can read and exercise the norms, whether with colleagues or clients, and still infuse their own personality into the work. Those who can master this will be the ones who build stronger relationships and ultimately win more business. Sure, the pendulum has swung hard toward AI efficiency. And proficiency in it will likely be an essential skill. But over-relying on it? That comes with a hidden cost: it can dull the skills of empathy, discernment, and human connection. I suspect it might become tempting to believe that the safest path to employment and promotion is to keep your head down in automation:  Follow the prompt exactly, never straying from the template, and assume that originality is too risky. But customers can feel when you’ve disappeared behind automation… and it seems that they don’t love it. According to Salesforce, 52% of customers say they’re willing to pay more for a great customer experience, and they define that experience as one that feels more personal and less automated. That means the professionals who keep showing up with genuine connection won’t just feel different (in a good way!), they’ll be the ones winning more trust and more business. This humanness will be the differentiator. Some easy ways to practice this is to start by noticing the social norms, and then thoughtfully adding personality to them. Like: ☑️ Pay attention to how experienced colleagues communicate with clients. What tone do they use in emails, how do they open conversations, how do they handle pushback? How can you use that as a framework and then infuse your personality into it? ☑️ Notice how client meetings start. Do they jump right into business, or spend a few minutes building rapport? What do you know about the client that you can chat about beyond asking about the weather :)  ☑️ When you send a recap or follow-up, include a warm line or a small personal detail you remembered, instead of relying solely on a template. Because if more than half of your customers are willing to pay more for an experience that feels human, it’s a skill worth exercising to make sure they get it! #YouthSkills

Recently, I posted about 𝗹𝗮𝘄 𝗳𝗶𝗿𝗺𝘀 𝗵𝗶𝗿𝗶𝗻𝗴 𝗳𝘂𝗹𝗹-𝘁𝗶𝗺𝗲, 𝗰𝗹𝗶𝗲𝗻𝘁-𝗳𝗮𝗰𝗶𝗻𝗴 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽 𝗲𝘅𝗲𝗰𝘂𝘁𝗶𝘃𝗲𝘀 𝗮𝘁 𝗮𝗻 𝗮𝗰𝗰𝗲𝗹𝗲𝗿𝗮𝘁𝗶𝗻𝗴 𝗽𝗮𝗰𝗲. Readers asked: 𝘄𝗵𝗮𝘁 𝗺𝗮𝗸𝗲𝘀 𝘁𝗵𝗲𝘀𝗲 𝗽𝗿𝗼𝗳𝗲𝘀𝘀𝗶𝗼𝗻𝗮𝗹𝘀 𝗲𝗳𝗳𝗲𝗰𝘁𝗶𝘃𝗲? The answer is not the title or the job description. It is mastery and disciplined use of a skill set that doesn't come naturally for most lawyers: knowing and using the science of personal style and interpersonal communication. Consider what the research on human behavior shows: 1. Roughly 70% to 80% of the people you meet over your lifetime will think and behave differently than you do. Differences are the norm, not the exception. For example, owners, C-suite leaders, and CEOs tend to be Type A, strongly assertive communicators. If that is not your natural style, adapt to theirs – not the reverse. 2. Most people absorb information visually, but highly educated professionals – including most attorneys and buyers of legal services – lean auditory. So do both: discuss it live, then confirm in writing. 3. Every professional has both business and personal motives, values, and agendas. Effective relationship builders learn, adapt to, track, and respond to both. Why does this matter for new clients and revenue? Because every single person you meet 𝗵𝗮𝘀 𝘁𝗵𝗲 𝗽𝗼𝘁𝗲𝗻𝘁𝗶𝗮𝗹 𝘁𝗼 𝗯𝗲 a referral source. Whether they ever do depends on how you make them feel – and whether you stay in touch. The best client-facing professionals – and the best rainmakers – do these things consistently: • Are sincerely curious and enjoy interacting with people. • Expect, accept, and are interested in differences in communication styles and avoid judging or dismissing them. • Are kind and establish rapport before anything else. No rapport, no trust. No trust, no credibility. No credibility, no engagement. • Are always thinking: "What can I do to be helpful or useful to you?" • Track whom they met, where, and what was discussed – then follow up and keep in touch appropriately over time. That last point is key: follow-up and follow-through is where the revenue is won or lost – along with the new clients and referrals. Firms investing in dedicated client relationship roles are buying this discipline at scale. If you'd like to enhance your communication skills and develop more business, save the attached infographic to apply these same techniques, one interaction at a time. #BusinessDevelopment #ClientDevelopment #LawFirms

Law school taught me the law. It didn’t teach me how to survive my first client call. Or how to send a clear email under pressure. Or how to admit I needed help without sounding lost. These are things I had to learn on the job. Sometimes the hard way. Here are 10 lessons I use almost every day. None of them showed up in a syllabus. 1. Saying “I don’t know” isn’t weakness. It’s professionalism Early on, I thought I had to pretend to know everything. Now I know what clients want is someone who knows what to check, not someone guessing under pressure. 2. A sloppy email can undo your good work Formatting, tone, and the right cc all matter. No one told me email would be part of my legal reputation. 3. Coffee chats are short. But they’re real interviews You’re being remembered even in small moments. That means preparation, curiosity, and thoughtful follow-up. 4. Plain English wins every time If your client, judge, or colleague doesn’t understand you, your brilliance means nothing. Clarity beats complexity. 5. Clients want more than answers. They want confidence Even if you’re still working through the issue, the way you explain your process shapes how much they trust you. 6. Time-blocking protects your brain When everything is urgent, nothing gets done. I’ve learned to treat calendar space like legal real estate. It’s valuable and limited. 7. “What’s on your plate?” needs a real answer Post-its and memory don’t cut it. I use systems now. Even a simple tracker helps, because losing track costs more than a few minutes. 8. You don’t need to be loud to be respected Some of the most impactful lawyers I’ve met speak softly and carry a binder. Preparation and presence are louder than volume. 9. Early feedback prevents late regret Whether it’s a senior lawyer, professor, or friend, a five-minute check-in beats hours of rework. 10. Kindness isn’t extra. It’s strategic The admin assistant, the court clerk, the junior on your file. They all remember how you treated them. This profession is built on trust, not just talent. Law school gave me the foundation. These gave me traction. I’m still learning. But I wish someone had shown me this list earlier. What would you add to the list? Tag someone who taught you a lesson law school didn’t.

"Can you believe they completely ignored our feedback?" The prospective client's voice was filled with frustration. "It feels like they've forgotten we exist." This was more than just a complaint— and I knew right then that something had to change. We often talk about customer centricity, but how often do we truly reflect on what it means? My career started in a call center, where the customer was everything. Every call and every interaction was a reminder that the customer wasn't just a part of the business—they were the reason for it. As I've grown in my career, this mindset of "client first" has stayed with me. But hearing this client's dissatisfaction made me pause and ask: Are we really putting the customer first in everything we do? In the rush of targets, processes, and metrics, it's easy to lose sight of the customer. But when we do, the consequences are real—disconnected relationships, unmet expectations, and ultimately, lost trust. So, how can we ensure that customer centricity isn't just a buzzword but a guiding principle in our work? Here's what you can consider: 👉🏻 Listen, Really Listen: Take the time to understand your customers' pain points. What are they unhappy about? What's missing in their current experience? Truly listening can reveal insights that lead to better solutions. 👉🏻 Be Proactive, Not Reactive: Waiting for a problem to escalate is not the way to go. Anticipate your customers' needs and address potential issues before they become real concerns. This proactive approach not only prevents issues but also shows that you're not just meeting expectations—you're exceeding them. 👉🏻 Personalize Your Approach: Customers appreciate when you remember the little things. Whether it's recalling past interactions or tailoring your service to their specific needs, personalization makes a huge difference in how valued they feel. 👉🏻 Collaborate, Don't Dictate: Work with your customers, not just for them. Involve them in the process, seek their input, and make them feel like true partners. This collaboration builds trust and fosters long-term relationships. 👉🏻 Reflect and Improve: After every interaction, take a moment to reflect. What went well? What could be improved? Continuous reflection ensures that you're always aligning your work with your customers' evolving needs. Have you ever had a moment where a customer's feedback made you stop and think? I'd love to hear your experiences and any tips you have for staying customer-centric. #CustomerCentricity #ClientFirst #CustomerExperience

Legal isn’t a roadblock. It’s your secret revenue engine. I’ve been in deals where sales hesitates to hand contracts to legal, and GCs silently brace themselves. One whispered to me, “I just want to protect the company without feeling like I’m slowing everything down.” The fear is real: “If I push too hard on clarity, buyers will think we’re inflexible. If I compromise, I look reckless.” Here’s the tactical insight few leaders share: Treat contracts like a trust amplifier. Make legal the first signal of fairness, not the last hurdle. Independently validated clauses, transparent language, and market-aligned terms do more than protect—they accelerate decision-making, shorten negotiation cycles, and give sales concrete ammunition to close faster. Legal isn’t the brake, it’s the engine. Three actionable ways to do this: 1. Pre-certify your core terms with third-party validation to signal fairness upfront. 2. Use clause-level benchmarking so sales can confidently defend your terms without debate. 3. Turn your contract insights into conversation points; show buyers how your terms compare to market norms, creating trust before the first redline. What’s your approach to turning legal from a hurdle into a growth lever? -------- Olga V. Mack Building trust and creating new categories at the intersection of contract intelligence, commerce, and AI. Let’s shape the future together.

Legal counsel are expected to be legal wizards AND deal closers.   But no one talks about the one thing that makes both impossible:   Time.   You’re asked to review a 60-page contract...   ...by lunch.   You’re brought in to “red flag” risks...   ...5 minutes before the negotiation starts.   You’re expected to lead the deal...   ...but weren’t even in the kickoff meeting.   Let’s call it what it is:     You’re set up to fail.   Not because you lack skill.   But because you lack leverage over time.   And in high-stakes negotiations, that’s deadly.   Because when you're pressed for time, you:   - Miss hidden risks   - Can’t play the long game   - Default to safer (but weaker) positions   - Say yes to bad deals just to close them     So what’s the fix?   It’s not “work faster.”  It’s "negotiate differently."   Here’s what I teach legal leaders to do instead:   1. Flip the frame.   Instead of being the last to know, become the first to ask:     “What’s the strategic goal here?”   This instantly shifts you from reviewer to value-creator.   2. Use time as a term.   Just like you negotiate price and scope, negotiate "timeline."    You’d be surprised how often it’s flexible — if you just ask.   3. Push back with clarity, not conflict.   Say: “I can hit this deadline — but only if we deprioritize X.”   Now you're not just saying “no,”  You’re driving decisions.   4. Stack your input early.   If the deal always lands in your lap last minute, create a 3-question intake checklist.     No intake = no review.    Watch how fast they loop you in earlier.   If you feel like you’re constantly cleaning up messes made upstream...   That’s not your fault.   But it is your job to change it.   Because great legal counsel don’t just manage risk.     They manage time like it's part of the deal.   P.S. I teach legal leaders how to negotiate on their terms (and win without burnout.)   Want to shift from reactive to strategic? Let’s talk.

Recognition builds loyalty. Over familiarity destroys it. Clienteling remains one of the most misunderstood areas in retail because many brands confuse attentiveness with pressure. They are investing more in data, more in personalization tools, and more in customer outreach, all with the intention of building stronger relationships. The intention is often right. The execution is not. There is a fine line between making a client feel recognized and making them feel watched, and clients usually sense that line much faster than brands expect. Knowing a client’s preferences does not mean using them at every opportunity. Having their contact details does not justify constant communication. Tracking past behavior does not replace reading the moment properly. The problem is not the information itself. The problem is how quickly businesses turn access into permission. Once that happens, personalization starts losing its elegance. The strongest client relationships are still built on judgment. They respect timing, they respect space, and they understand that silence can sometimes be more powerful than outreach. In luxury, this matters even more because trust is such a large part of the experience. The moment personalization starts feeling intrusive, the relationship begins to weaken quietly. Recognition builds loyalty because it feels human. Over familiarity damages it because it feels managed. #LuxuryRetail #Clienteling #CustomerExperience #Personalization #RetailLeadership #BrandTrust

There’s a silence every lawyer fears. The kind where the client goes quiet and hovers over "End Call." That’s when you know you’ve lost them. They’re nodding. Smiling politely. But you can see it in their eyes: "Can we just sign this thing already?" That’s exactly where I was one Thursday afternoon. Midway through a call about an indemnity clause that should’ve taken ten minutes... and didn’t. The client was about to close a million-dollar SaaS deal. They were tired, under pressure, chasing the Friday deadline. And then I said the line that sucked all the air out of the room: “We can’t keep this indemnity one-sided.” Silence. To them, it sounded like resistance. To me, it was risk. Because that single clause, left untouched, could shift unlimited liability onto them. One lawsuit, and everything they’d built could crumble overnight. But they didn’t want to hear about risk. They wanted momentum. So I did what lawyers do when nerves kick in. I explained. • Liability allocation • Third-party claims • Negligence • Duty of care They blinked. Nodded. Checked phone. That’s when I realized the problem wasn’t legal. It was language. I stopped mid-sentence. "Let’s try this," I said. "Imagine you’re on the other side. We’re asking you to take on all the risk, even if we mess up. Would you sign?" Long pause. Then the frown softened. We’d finally switched from lawyer-speak to real talk. Because this was never about the clause. It was about trust. "If we push this language," I said, "we might win the argument. But we lose trust, and that’s the slower way to lose a deal." They nodded - this time for real. We rewrote the clause: mutual, clean, balanced. The other side signed it in hours. No tension. No delay. A week later, the client called. "That clause," they said. "It could’ve cost us everything." That day taught me something every lawyer should print on their desk: Clarity beats precision. Every time. Because clients don’t fear legal complexity. They fear feeling lost in it. When they understand you, they trust you. And when they trust you, they listen. So now, when I find myself explaining indemnities, IP, or limitations, I remind myself: • Don’t sound smart. Make sense. • Don’t block progress. Protect it - intelligently. Because our job isn’t to impress. It’s to speak their language. — Akhil --- ✍ In your field, what’s the one thing people always misunderstand until you explain it differently?