With rising costs impacting us all, customers are more likely to challenge fees which will negatively impact your bottom line. We have built a programme to equip your people with the skills and confidence to defend your fees by building value in your proposition and ensuring that your customers understand just how hard you work for them, and the results you deliver for them.
Many people don’t appreciate that value is about more than price. It’s the hours of work you save your customers, the reassurance and confidence you provide that deadlines will be met without fuss, the consistency of your service, and the years of expertise. We’ll equip your people with proven strategies to communicate and build value in your offer.
Having built value in your offer, we’ll ensure your people are ready to rise to any fee challenge by equipping them with a variety of tools to tackle even the most difficult customer. Not only will this prove effective in the short-term, but many of our clients have reported a significant reduction, and even complete elimination, of future fee challenges.
We don’t believe you should concede on price. Not only does it impact your bottom line in the short term, but it also sets a precedent for future fee challenges to come. Consequently, we’ll ensure that your people understand the psychology of negotiation, negotiable variables, and the value of trading concessions so that you are always able to be paid fairly for the work you do.
Ensors have used Robin several times to deliver sessions to our staff and partners alike on Fee Value Building and subsequent negotiation. We feel Robin combines pragmatic real-world experience with numerous hints and tips, to help give us the confidence to succeed. Robin also uses excellent examples which enables engagement and application to be more realistic. We shall definitely continue to utilise Robin’s skills and expertise in the future.
