Tag Archives: benefits
Tips on Negotiating a Rise in Fee Rates
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 added value, Avoid ultimatums, benefits, risks, win-win Leave a comment
How to Cross Sell – Forget E-mail and Get Personal!
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 benefits, cross selling, forget email, Get personal Leave a comment
Five is the Key Number for Business Development
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 benefits, contacts to clients, insights, preparation, prioritising, research Leave a comment
Value Propositions by Numbers
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 benefits, competitors, evidence, HR, Selling, value, value propositions Leave a comment
“We Will Let You Know” – the Dreaded Words After a Pitch
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
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