Whether it is with existing or potential clients, many professionals tell us that handling fee negotiations to a successful outcome can be a challenge.
When faced with fee resistance from a client, fee-earners are sometimes tempted to start discounting or launch into a major defense of their firm’s rates. Neither approach, however, leads to a satisfactory long-term result for both the client or the firm.
Successful fee negotiations result in a ‘deal’ which is acceptable to both parties. This online seminar recording explores how to achieve this and gives practical hints on tips on how best to build value and minimise fee-sensitivity in your clients.
To order your recording of this online seminar click here
For more information about the essential ingredients 2008 series click here
© 2008 The PACE Partners LLP London England
