Fee Negotiation

For Lawyers & Accountants

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

In this one day masterclass your team are coached through the world's best strategies to fix these concerns. The emphasis is on the nitty gritty of fee negotiation.

Your people learn how to eliminate fee crumbling, negotiate with renewed mastery and make an early positive impact on your bottom line. You will more than recoup your investment the very next time you negotiate on fees.

LDL helps client boost fee income by 13%

Since working with LDL one of our UK clients (Big 4 Accountant) achieved an across the board increase in fees close to 13%, which they estimate gave a greater boost to profitability than winning a substantial number of new clients. As a result the LDL Fee Negotiation programme is now mandatory. (actual reference available on request)

In one day you'll learn:

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!

LDL's Fee Negotiation Team

Julian Feinstein BSc Dip Psych PhD heads up LDL's specialist fee negotiation team. 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.

"Before attending the seminar I would never even have asked for full payment for the overrun" - Top Law Firm (actual reference available on request)

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

This programme is available at your venue tailored to your requirements

	For further information, testimonials and references, complete our enquiry form or call our team of learning advisers on +44 (0)20 7381 6233.