Fee Negotiation – For Lawyers & Accountants

• The best process for negotiating fees.
• How to bid for a competitive tender – without shredding your fee.
• 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!

This programme is available on request. Delivery either in-person or virtual.

“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)

“Practical advice delivered in a simple manner. Robin clearly is very experienced in both the delivery of the topic and has first hand experience. I would definitely recommend this course to other managers/partners.” – Senior Advisor, Big 4 Accounting Firm (actual reference available on request)

“I learnt about valuing the services that we provide and what I have to offer as an individual member of the team. [The course] will definitely go a long way in helping us negotiate better fees and differentiate our firm from the rest.” – Manager, Big 4 Accounting Firm (actual reference available on request)

“Practical session and great to learn from both the presenter’s and other colleagues’ experiences that would not normally be discussed.” – Partner, UK Accountancy Firm (actual reference available on request)

“The presenter knew his stuff and connected with the audience. He also made it ‘informal’ by keeping us laughing and yet learning. Best presenter I have ever had.” – Senior Tax Advisor, Accounting Firm (actual reference available on request)

“The presenter was very engaging and knowledgeable. There was a good mix between presentation and role play, the latter being important to help improve our skills.” – Associate, UK Planning Consultancy (actual reference available on request)

“I have learned a great deal on how to negotiate fees with clients successfully and will definitely be able to apply these skills in upcoming fee discussions/quotes.” – Audit Supervisor, Accounting Firm (actual reference available on request)

“Robin was a very good presenter, very enthusiastic and engaging. he taught valuable skill sets to us in the training which we will be able to apply in practice… the course was positive and fantastic!” – Audit Manager – Accounting Firm (actual reference available on request)

“Gained knowledge on how to address fee matters with clients, what not to say/do. How to lead the conversation… Remember that if you give something, you need to get something back… Excellent presenter. Lots of positive energy and knowledgeable.” – Manager, Big 4 Accounting Firm (actual reference available on request)

“Very interactive, very much relevant to issues I am dealing with. Took some action points to use going forward.” – Manager – Accounting Firm (actual reference available on request)

“Interactive session, easy to understand the content. Brilliant presenter – exceptionally well-spoken and knowledgeable.” – Senior Manager, Big 4 Accounting Firm (actual reference available on request)