Tag Archives: benefits

Tips on Negotiating a Rise in Fee Rates

Posted on 29 November 2018 by tonyreiss

Some firms struggle to negotiate increases in fee rates. As Oliver Twist demonstrated, it can be hard to ask for more. But with staff getting annual salary increases and with inflation rates starting to go up, it becomes more important … Continue reading →

Posted in Fee Negotiating | Tagged , , , , | Leave a comment

How to Cross Sell – Forget E-mail and Get Personal!

Posted on 21 January 2015 by tonyreiss

Consider this typical scenario. Tom is a tax partner. He’s got a really good insight that is probably relevant to many of his firm’s clients. How should he go about telling his fellow partners and winning instructions? The obvious answer … Continue reading →

Posted in Business Development and Selling, Networking | Tagged , , , | Leave a comment

Five is the Key Number for Business Development

Posted on 29 October 2014 by tonyreiss

For Noah the key number was two, as in ‘two by two’. For professionals needing any guidelines for their investment in business development activity, the key number to remember is five. Here are a handful of reasons why. The number … Continue reading →

Posted in Business Development and Selling, Networking | Tagged , , , , , | Leave a comment

Value Propositions by Numbers

Posted on 26 July 2013 by tonyreiss

Many people find it hard to articulate exactly what they’re offering to clients and to do this in a persuasive way. In essence we all need to get better at explaining why others should buy our product or service. Originally … Continue reading →

Posted in Business Development and Selling, Networking | Tagged , , , , , , | Leave a comment

“We Will Let You Know” – the Dreaded Words After a Pitch

Posted on 26 April 2013 by tonyreiss

We’ve probably all heard these words after a client presentation: “Thank you very much. That was very interesting. We’ll give your presentation due consideration and let you know.” We typically go away and wait….and wait. Each day thinking we haven’t … Continue reading →

Posted in Business Development and Selling, Fee Negotiating | Tagged , , , , | 1 Comment