Agree the next scope and approval process or document a clean, respectful handover.
The situation
In this fictional brief, attendance varies and meeting rooms are difficult to reserve. The buyer wants a workspace arrangement matched to actual attendance and meeting needs. Your offer is a flexible team workspace agreement, but you must first establish whether its scope addresses the actual need.
A relevant delivery constraint is that peak meeting times and access requirements must fit the available space. Treat that as a fact in the exercise; do not remove it to make the sale easier.
| Your counterpart | an operations manager arranging space for a hybrid team |
|---|---|
| Offer under discussion | a flexible team workspace agreement |
| Evidence available | a tour using the team’s proposed weekly schedule |
| Terms to clarify | Clarify deposits, access hours, guests, room allowances and notice periods. |
How to approach renewal or repeat-engagement conversation
A useful question for this stage: “If we were deciding from scratch today, what would you keep, change or stop?” Ask it when the conversation creates a reason for it, rather than reciting every question in order.
- Compare delivered work with the original scope. Discuss unresolved issues and changed priorities. Propose the next scope on current needs.
- Ground the discussion in the buyer’s work. Ask: “How many people attend on your busiest day, and what do they need to do?” Listen for a concrete example before making a claim.
- Use evidence relevant to the decision: a tour using the team’s proposed weekly schedule. Explain what it demonstrates and what remains unverified.
- Agree the next scope and approval process or document a clean, respectful handover.
Example exchange
An illustrative exchange. Real conversations will take a different path.
SellerWhat has been useful so far, and what still needs to change?
BuyerOur concern is that attendance varies and meeting rooms are difficult to reserve. Also, peak meeting times and access requirements must fit the available space.
SellerHow many people attend on your busiest day, and what do they need to do?
BuyerA permanent office looks cheaper per desk.
SellerLet us compare the expected use, meeting facilities, service costs and commitment period on the same basis.
SellerIf we were deciding from scratch today, what would you keep, change or stop?
An industry-specific concern
Buyer: “A permanent office looks cheaper per desk.”
Possible response: “Let us compare the expected use, meeting facilities, service costs and commitment period on the same basis.”
Why this response helps: it acknowledges the concern, brings the discussion back to a verifiable requirement and leaves room for a different decision. Adapt the wording to what the buyer actually said.
Run the practice
- Prepare for two minutes. One person takes the seller role and one plays an operations manager arranging space for a hybrid team. Read the offer and constraint separately from your preferred answer.
- Have a five-minute conversation focused on review delivered work and current needs before proposing the next period or engagement. The buyer should answer consistently with the brief and ask for evidence when a claim is vague.
- Add this challenge: The buyer is broadly happy but cannot identify a reason to continue at the same level. Discuss right-sizing or ending the engagement.
- Pause for feedback. Quote one useful question and one missed opportunity. Repeat the difficult exchange using a different response.
- Finish by writing the actual agreement. A sensible option, when it fits, is to trial an agreed team day and review the room and desk experience. A clear decision to pause is also a useful outcome.
What to avoid
| Common mistake | Assuming a satisfied contact has approved another contract. |
|---|---|
| A stronger direction | Let us review the evidence and priorities before deciding whether the same arrangement still fits. |
| Scope and claim boundary | Do not promise availability before checking current inventory. |
| What to measure in real work | fit between booked capacity and the team’s actual attendance. Establish a baseline and definition before interpreting a change. |
Your working sheet
Write your own version below. Notes are saved on this browser when local storage is available. Use Download to keep a separate copy; avoid adding confidential information on a shared device.
Example: attendance varies and meeting rooms are difficult to reserve; peak meeting times and access requirements must fit the available space.
Example: If we were deciding from scratch today, what would you keep, change or stop? Industry question: How many people attend on your busiest day, and what do they need to do?
Example: a tour using the team’s proposed weekly schedule. Do not promise availability before checking current inventory.
Example: Propose a clear next step, such as: trial an agreed team day and review the room and desk experience. Confirm the owner and date.
Review your work
Tick only what you can support with your answer or practice. This is a reflection checklist, not an automated assessment.
Questions about this resource
Who is this coworking spaces exercise for?
Founders, salespeople and account managers preparing for a conversation about a flexible team workspace agreement. Adapt the brief to your real offer and authority before using it at work.
Can I use the example as a script?
Use the questions as prompts. Listen and respond to the buyer’s actual meaning. The target is to review delivered work and current needs before proposing the next period or engagement, not to deliver a memorised speech.
How should I assess the result?
Agree the next scope and approval process or document a clean, respectful handover. Use the three review questions below. The checklist is for reflection; it is not a validated prediction of sales performance.
Fictional training scenario. The dialogue illustrates response choices; it is not a customer testimonial or a record of a real sale. About these resources.