I was asked a question the other day about how to deal with clients objecting to your fee when you unveil it as a part of your pitch. The answer I gave was- ‘Make sure that you can show how your fee is based on the value that you’ll deliver, not the cost of your…
As a bloke who has built a few businesses up from nothing to sale, starting with no brand, no clients, no capital, no support and often, no idea how hard it is, there are just a few things I have learned that are worth knowing. There are also many that aren’t, such as- Coventry (in…
I was talking with a friend last night and he’s a no-nonsense sort of man, the Chief Operating Officer of a global consultancy. He’s had to learn the skills of business development and selling on top of his ‘day job’ and he’s done a pretty good job of it too. Here’s what Phil said- “For…