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A one-day seminar with Dr. Julian Feinstein

For accountants, lawyers, consultants, bankers, brokers, architects, surveyors and anyone else who encounters a client challenge to fees, or who faces a competitor who seeks to undercut their fees and take business away.

Do you have any idea how effective you’d be in front of clients if you had a system for each of the major steps in your fee negotiation?

With special emphasis on the actual words and phrases to use, this fast-moving, unique day will equip you with all the necessary skills. You will eliminate fee crumbling, negotiate with renewed mastery and make an early positive impact on your bottom line.

The day is designed to provide you with precise skills, a tried-and-tested system to respond to the client’s fee and billing challenge.

You will more than recoup your investment the very next time you negotiate on fees.

Delegates will Learn

Seminar Details
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Do you have a system for negotiating overruns?

In recent years a major issue affecting the profitability of professional organisations has been the challenge to fees. In particular there has been serious concern about retrieving reasonable returns for assignments which overrun and the danger of shredding fees when bidding for a competitive tender.

In this seminar, Dr. Julian Feinstein coaches you through the world's best strategies to fix these concerns. The emphasis is on the nitty gritty of fee negotiation.

"We were giving away fees and much of our additional work on overruns before we applied these skills!" - Senior Partner, Big 4 Accounting Firm

This State-of-the-Art Session includes:

  • How to bid for a competitive tender - without shredding fees

  • A system to handle the fee challenge. Why it is made. How to resist professionally

  • How to avoid the major errors, such as "Do not allow the quoted fees to be an obstacle to further discussions".

  • The win-win myth and how to think beyond it.

  • The three stage system for overcoming the price challenge

  • How to recognise the common negotiating stance adopted by clients

  • How to use the psychology of negotiation to boost fees

  • How to 'build value' for professional services

  • How to negotiate overruns

  • How to indicate subtly and skilfully that you have reached your bottom line

  • How to deal with a competitor's 'low ball' quote

  • How to handle "are you prepared to match" and "split the difference"

  • Tactics and countermeasures

  • How your aspiration levels affect the outcome

And much more!


robin fielder

Seminar Leader: Julian Feinstein BSc Dip Psych PhD

Dr. Julian Feinstein is a director of LDL. Julian has studied business negotiation for more than 25 years. He has combined years of academic study and research with unsurpassed in-depth involvement with his clients on their most daunting and challenging negotiations.

Not only has he led programmes all over the world, but he has also acted as a consultant for organisations when they negotiate with some of their most intransigent and difficult clients. You will be taught the identical skills that they have used so successfully.
     

"Only when I used the skills taught did I at last persuade the client to pay our new rate" - Leading Shipping Line

"Before attending the seminar I would never even have asked for full payment for the overrun" - Top Law Firm

Seminar Details  
Dates:

23 March 2009
Times: 10.30am - 4.45pm
Fee: £495 + VAT (includes comprehensive notes)
Course locations: Kensington Close Hotel , London, W8

Tailor this programme  +44(0)20 7381 6233
 
Leadership Development Ltd
495 Fulham Road, London, SW6 1HH
Tel: +44(0)20 7381 6233 | Fax: +44(0)20 7381 6918 | E-mail: learning@ldl.co.uk