Fee Negotiation

Fee Negotiation for Professionals

One-day masterclass

For accountants, lawyers, consultants, bankers, brokers, architects and anyone else who encounters a client challenge to fees, or who faces a competitor who seeks to undercut their fees and take business away.

How effective would you be in front of clients if you had a system for each of the major steps in your fee negotiation?

With special emphasis on the actual words and phrases to use, this fast-moving, unique day will equip you with all the necessary skills. You will eliminate fee crumbling, negotiate with renewed mastery and make an early positive impact on your bottom line.

The day is designed to provide you with precise skills, a tried-and-tested system to respond to the client’s fee and billing challenge.

You will more than recoup your investment the very next time you negotiate on fees.

How do you negotiate in today's market ?

In the current economic environment a major issue affecting the profitability of professional organisations is the challenge to fees. In particular there is serious concern about retrieving reasonable returns for assignments which overrun and the danger of shredding fees when bidding for a competitive tender.

In this masterclass your team are coached through the world's best strategies to fix these concerns. The emphasis is on the nitty gritty of fee negotiation.

"We were giving away fees and much of our additional work on overruns before we applied these skills!" - Senior Partner, Big 4 Accounting Firm (reference available on request)

This State-of-the-Art Session includes:

• How to bid for a competitive tender - without shredding fees
• A system to handle the fee challenge. Why it is made. How to resist professionally
• How to avoid the major errors, such as "Do not allow the quoted fees to be an obstacle to further discussions".
• The win-win myth and how to think beyond it.
• The three stage system for overcoming the price challenge
• How to recognise the common negotiating stance adopted by clients
• How to use the psychology of negotiation to boost fees
• How to 'build value' for professional services
• How to negotiate overruns
• How to indicate subtly and skilfully that you have reached your bottom line
• How to deal with a competitor's 'low ball' quote
• How to handle "are you prepared to match" and "split the difference"
• Tactics and countermeasures
• How your aspiration levels affect the outcome
• And much more!