Often voluntary and community organisations feel unable to negotiate with the people and institutions that hold the purse strings and have the power to award contracts, yet it is vital that organisations feel able to negotiate appropriately. There will be aspects of any contract and contracting process that are non-negotiable. But there may be the option of negotiating on price or on what can be delivered for a particular price, or on the detail of how particular aspects of a service are delivered.

Know your market, your service and what is special about what you have to offer — your Unique Selling Point (USP). Be confident in your approach and passionate about what you have to offer. Understand what you are able and willing to compromise on and clear about what is non-negotiable from your point of view.

It is crucial that voluntary and community organisations remember that:

• they are independent and must remain true to their original aims and purpose
• they are accountable to their members – who may be service users, local residents or others who may be affected by a contract with a public body
• they are free to walk away if they cannot safeguard their independence or original aims
• they may be uniquely positioned to provide some services and be able to offer things that other agencies, or indeed the private sector, cannot.