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Fee Negotiation

Posted on October 12th, 2020

Fee Negotiation

Protect your value - negotiate fees confidently, firmly and fairly.

Secure Better Fees with Strategic Negotiation

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, created by Dr Julian Feinstein, your team are coached through the world's best strategies to fix these concerns. The emphasis is on the nitty gritty of fee negotiation. Expect concrete techniques, role plays and real case scenarios.

Step by step, your people learn how to eliminate fee crumbling, negotiate with renewed mastery and make an early positive impact on your bottom line.

“Just to report back – as you know I really held out little hope for getting a penny more out of our client in the circumstances.  We had little legal basis for additional fees and I thought at best they would be sympathetic and ‘promise’ us future work. But using your amazing magic, I got the full £30k! Thanks so much. The course was great and I am a lifelong convert.”

- R.G., Partner, a National Accountancy Firm 

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, created by Dr Julian Feinstein, your team are coached through the world’s best strategies to fix these concerns. The emphasis is on the nitty gritty of fee negotiation. Expect concrete techniques, role plays and real case scenarios.

Step by step, your people learn how to eliminate fee crumbling, negotiate with renewed mastery and make an early positive impact on your bottom line.

What You’ll Learn

At the end of the Fee Negotiation training, participants will:

  • Understand how to lead fee discussions with confidence and professionalism, maintaining control from opening to agreement.

  • Be able to communicate and defend value effectively, shifting conversations away from price towards outcomes and partnership.

  • Know how to handle common client negotiation tactics and pressure techniques while protecting margins.

  • Have practical tools and frameworks to negotiate fee increases, overruns and competitive tenders without damaging relationships.

  • 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!
Frequently Asked Questions
Everything you need to know about the Fee Negotiation programme

A one-day masterclass focused entirely on fee negotiation for professional services. You learn how to firm up your fees, handle pushback, and avoid giving margin away.

Partners, directors, senior fee-earners in professional firms (law, accounting, consulting) who negotiate fees, scope changes or retainer terms.

You’ll develop skills to:

  • Resist “fee crumbling” and erosion
  • Negotiate overruns and scope changes
  • Structure competitive tenders without damaging margin
  • Use psychological strategies to build value
  • Recognise and counter low-ball tactics
  • Signal your bottom line tactfully
  • Handle “match competitor” or “split the difference” demands
  • Apply a three-stage system to overcome price challenges

At LDL we use the Skill+Will™  approach: fee negotiation isn’t just about techniques. You must also have the confidence, mindset and resolve (will) to hold your ground. This programme builds both your negotiating craft and your inner assurance.

This programme is on request only, delivered either face-to-face or virtually, customised to your firm’s context and challenges.

Yes. We adapt content, role-play scenarios, challenges and framing to your services, client types and competitive environment. Find out more on our tailored solutions page.

As this is a bespoke in-company programme, it can be delivered for groups of up to 12 participants to ensure interaction, discussion and effective coaching.

Delivered by senior LDL consultants with deep experience in professional services negotiation.

What Participants Say
“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)
Want to tailor this programme?
IN-COMPANY ENQUIRY

Tailored for Your Business

This programme is crafted exclusively for your organisation — customised in content, delivery format and schedule to align with your market, your clients and your objectives.

Get in touch to schedule a no-obligation discussion. We’ll explore your fee-structure challenges, design the right approach and arrange delivery at a time and place that suits you.

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