You’ve done your market research, you’ve got a solid business plan, you’ve registered your company and pulled together funding, suppliers and everything else you need to start your new business. You’re ready to trade – you just need some customers.
However, not all customers are created equal; some are a delight to deal with, while others seem to have crept from the depths just to torment you. When you’re building up your customer base, you obviously want more of the former and fewer of the latter, especially if you’re in a service-provision industry where customer relationships are key; but how can you achieve this? (more…)
Any business owner is familiar with the challenge of attracting new clients and protecting relationships with existing ones.
Fierce competition within many industries gives clients a wide choice of suppliers to choose from, and to make things even more difficult, some clients feel the need to change vendors periodically to avoid the common phenomenon of supplier complacency.
If your ambition is to do long-term business with a new or existing client you will need ensure that you engage as a serious partner: Well prepared, well informed, and far from complacent.
The ability to negotiate the highest possible fees without risking a client relationship or an instruction has become increasingly important to individual professionals and professional service firms in recent years.
The rising influence of procurement on the buying side has squeezed margins for many service providers. Those best able to withstand these pressures are usually those that have the ability to negotiate robustly on fees.
Clients often ask what makes someone a great fee negotiator, i.e. someone who is able to get clients to agree to pay as high a fee as possible without losing the work, or the client. (more…)
You’re working flat out with steam wafting off your keyboard when the phone rings. Your heart sinks and a faint shudder runs down your spine. It’s your client from hell… again.