Dealing with client fee pressures

Clients expect excellent value and many are suspicious of the bill-by-the-hour approach traditionally used to price professional services. A different approach can deliver value for clients and profitability for your firm.

 

This session covers:

 

• Four different types of professional service and why they need to be priced differently

 

• Reasons to avoid time-based billing, and the conversations you need to have about alternative pricing

 

• Using a sequence of questions to help clients recognise the true value of your services

 

• Why under-charging is as bad as over-charging and what to do if you under- or over-assess fees

 

• Fixed fee agreements and how to use them

 

• Using guarantees as a positive selling point and to build trust

 

• How fixed-price, low risk products can be used to win new clients

 

• Pre-empting and dealing with objections about fees.

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Dealing with client fee pressures

Dealing with client fee pressures