Tag Archives: fee negotiating

Pricing and Fee Negotiating – Training Product Using VC

I’m a great fan of using technology to drive efficiencies and improve performance and have pioneered the use of video conferencing –  not just to provide information – but to change mindsets and develop skills. My latest product is a … Continue reading

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How to Improve Practice Group Profitability

Do all the practice groups in your firm make an adequate margin? If not, what is being done to address the deficiency? I’ve been involved in several projects which have looked at how to improve profitability. Here’s my proposed approach, … Continue reading

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Improving Practice Group Profitability – The Five Big Questions

Do all the practice groups in your firm make an adequate margin? If not, what is being done to address the deficiencies? I’ve been involved in several projects which have looked at how to improve profitability. Here’s my proposed approach, … Continue reading

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Fee Negotiating – a Four Step ‘Win-Win’ Process

Many clients have asked me for a process for fee negotiating and I can recommend this four step approach: Step 1 – Client says what they want. But instead of simply getting on and doing it, as many professional service … Continue reading

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Matter Profitability – Plugging that Leaking Sieve

The maxim says “Failing to plan is planning to fail!” Yet how many of us consciously plan our matters? Clients ask us how much a matter will cost. And in effect we guess! The big danger in that approach is … Continue reading

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