Tag Archives: Fee negotiation
Perils of ambitious goals
Attendees of our highly successful High Impact Fee Negotiation programme and readers of High Impact Fee Negotiation and Management for Professionals as well as other negotiation text books will know how important setting ambitious goals … Continue reading
Follow up is key
How often have you negotiated a special deal involving a number of creative concessions such as a volume discount or referrals and then failed to collect? This happens all too often and sometimes is almost … Continue reading
The role of scope
One of the best kept secrets of PSF economics is that the vast majority of PSFs lose more profit when working on an assignment than when having to pitch for one. No matter how well … Continue reading
Fancy a 350% ROI?
One of our clients recently reported being able to generate a return on investment (ROI) of over 350% within six weeks for a group of professionals that attended our High Impact Fee Negotiation Programme. This … Continue reading
Some of my favorite negotiation quotes
Having observed a large number of fee negotiations I have come across some great situations and quotes. Here are some of them and my comments: Party A: “I won’t accept anything less than a 12% … Continue reading
Posted in Humor, Negotiation Fundamentals
Tagged Dolphins, Fee negotiation, flinch, floppy, opening offer, Opening Position, Sharks, weak opening
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Beating the odds – what professionals can do to beat the odds stacked against them on fees
Most professionals will admit to being relatively weak managing fees, i.e. setting the price for a piece of work, getting this agreed with the clients and keeping the profit margin implicitly agreed during the course … Continue reading
How negotiators make their negotiations more difficult (needlessly)
It should come as no surprise that many professionals find fee negotiation one of the most trying and difficult challenges of their work. It may however come as a major surprise (especially to the very … Continue reading
