Techniques to successfully engage CEOs and Executive Directors (Part 4)

December 19, 2011

My last posts shared three of the five steps to successfully engage executive clients. They include: Preparation, Meeting Executives and Engaging Executives.

Step 4 is Negotiating Value-Based Fees. There are three rules to do this. If you do it right, you have the capacity to move from mediocre to exceptional in your ability to generate value and charge for it.

  1. Start and end with outcomes
  2. Mutual agreement of result(s)
    – be clear
    – to the point
    – make it a shared responsibility
  3. Value-based fees

Put these tenets into practice by creating an action plan for raising your fees, zeroing in on value your clients will gladly pay for, and taking your practice to the next level in the fee progression strategy.

Need help to accomplish this? Consider attending my January 12 one-day workshop for a full review, How to Acquire Clients/ Value-Based Fees.” The program will run from 9:00 am to 4:00 pm in Washington, DC. Get details: www.sethkahan011212.eventbrite.com/

And check into my next post for my final thoughts on how to engage executive clients. It involves relationship development. Tune back in for details.

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