Ask HN: Advice on client negotiation / process?
In some cases we have a lot of success with an agile approach, involving the client in the development process, allowing them to change requirements, releasing often, and generally getting strong "buy in". Typically, these clients are happy with what we do, and understand "where the money went".
But we have problems with other clients - either they want to micromanage technical details, or demand compliance with contracts after we've spent time accommodating their changing requirements in other areas.
So I was tasked with finding possible resources that might help us deal with the more challenging clients. Unfortunately it's not clear what the problem is. Are we negotiating poorly? Or failing to involve them in the process? Or failing to adapt our process to what they want?
Any advice, or pointers to possible resources, would be appreciated... I realise the above isn't much to go on, so perhaps a good answer would teach us how to fish - how to go about diagnosing our problems better (rather than giving a simple solution as a fish - please forgive the tortured analogy).