Category Archives: Negotiation Tips
Anchors vs. Floppies
One of the most effective negotiation techniques is to set an ambitious anchor, i.e. “go first” and to follow this with an opening position delivered in a firm manner, i.e. without any floppies. Chapter 9 … Continue reading
If you want to value bill – you need to start much earlier than you think
If you want to value bill – you need to start much earlier than you think I am often asked by clients how they can raise the share of value billing in their firm. There … Continue reading
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Scissors of death
Presenting at this year’s annual ICAEW Practice conference I was reminded of the phenomenom a partner at one of the Big 4 accounting firms called “the scissors of death”. This was the fact that for … Continue reading
Wishing all a great 2014
2014 is looking to be a good year for professionals as confidence is returning and market activity is picking up. When things are good it is even more important to optimise fee negotiations to build … Continue reading
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