Have a Meeting with a School About Your Contract Services? Here Are My Top Tips!

Dec 02, 2024

Getting a school to finally agree to meet about your contract services is a big win—but now what?

It’s easy to feel a little lost when the meeting day arrives, but don’t worry! Here are some of my top tips to help you walk into the conversation feeling confident and prepared.

1. Have a Series of Questions Ready

Questions are essential! They help you determine if this partnership is a good fit for both parties. Some important questions to ask include:

What specific challenges is the district facing with therapy services?
How many students or service minutes are you needing covered?
- Ask caseload specific questions such as ages, number of school buildings, etc.
Are compensatory time services needed?
Are there any scheduling constraints or preferences we should know about?
Have you used contractors before? What were some challenges you experienced during? What things did you appreciate?
Do you have a facilitator/e-helper for services? (specific to virtual)
What is your desired start date?
What does the contract process look like (ex: submitting a contract to the board or signing up as a vendor)?

2. Know Your Rate

Prior to the meeting, it is essential that you are clear on your rate and practice saying it confidently. Be prepared with how you'll respond if there is pushback, such as asking what rate they typically have paid in the past, OR your wording if you're non-negotiable. Confidence here goes a long way!

3. Have a Rate Sheet and Draft Contract Ready

Nothing says professionalism like coming to the meeting prepared. Bring a rate sheet to show your pricing and a draft contract to discuss potential terms. This not only adds to your credibility but shows that you’re ready to move forward if all goes well. If your rate is flexible, I don't bring a paper copy of the contract, instead I fill the rate in and email it immediately following the meeting.

4. Leave with a Next Contact Date Established

Before you leave the meeting, make sure you have a clear next step. Whether it's scheduling a follow-up call or sending the contract for board approval, having that next contact established keeps the momentum going. If the contract does require board approval, ensure you have the date on when the board meets next. If the process requires you sign up as a vendor, ensure you have next steps for registering. Make sure all loose ends our tied with clear owners prior to leaving this meeting.

5. Give Yourself Permission to Connect

While sales meetings are all about getting the details, this is also your opportunity to form a human connection. Take a moment to learn more about the school, understand the decision-maker’s priorities, and show them that you’re not just a business owner—but a service provider who truly cares about students outcomes. Building rapport now can pave the way for a long-term relationship down the line.

With these tips, you’ll ensure that your meeting is productive and sets the stage for a potential partnership. Don’t just show up—show up prepared!

Ready to get started as a contractor? Check out our School Contractor Packet, which includes valuable sales tools and tips, as well as sample contracts to help you confidently navigate the process.

Happy Contracting!

♥Elise