Negotiating Fees: Protecting fee levels in challenging times
In the current economic climate, clients are placing increasing pressure on their service providers to reduce fees. While there is often a need to be responsive to your clients' concerns, such responsiveness needs to be carefully balanced against ensuring that the profit margin crucial for sustainable performance isn't sacrificed altogether. This training, delivered where and when you choose, is designed to help you and others involved with client fee negotiations to sell the appropriate 'value proposition', and protect your business' bottom line.
Benefits:
- Confidence - Be able to discuss fees assertively
- Clarity - Ability to communicate and sell your 'value proposition'
- Create long-term, mutually beneficial relationships with your clients
- Protect your bottom line
What the training covers:
- Getting comfortable about talking money
- Understanding the client's perspective of value
- Getting real about 'rack rates'
- Knowing your key strengths and power levers
- Self belief and assertive behaviour
- Being prepared to talk fees
- The essentials of negotiating
- Knowing your parameters and having alternatives
- Putting forward your proposal with confidence
- Selling value: the ‘Value vs. Price’ distinction
- Standing your ground
- Dealing with challenges
- Re-negotiating fees - what happens if the scope changes