fee negotiation

Business Development Clinic: 3 ways of dealing with a potential client who asks for a fee reduction

In this business development clinic, we are looking at the old ‘tough’ chestnut, of what to do with a potential client who says that you are too expensive. In this situation you have a range of choices available to you: 1) State the fee is what it is. In this scenario, you are calling the …

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Business Development Clinic: 7 options to avoid lowering your fees for a client

Even if you have qualified your lead correctly, there are still times when your prospect is asking for a reduction in your fees. In this blog post we examine, how to avoid lowering your fees, so that you maintain your profit margin and STILL sign up the client. Unless you are in a competitive bidding …

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What do you do if a potential client asks you to lower your fees?

Twice in the last two weeks I have been asked to drop my fees. And both times I’ve said no, even though I know that I will probably  win the work if I lower my fees. Am I mad? Arrogant? Misguided? Or I am just naïve in my negotiation tactics around fees? Actually, this is …

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