Objectives

This practical 1 day, highly participative course will help delegates develop their skills and techniques to be more confident and proactive in having difficult conversations with clients around costs and fees. It aims to help them become more effective Negotiators and improve confidence and results for the firm. It aims to change attitudes and behaviours as well as developing skills and techniques.
The course will be tailored specifically to the needs of the delegates and will particularly focus on negotiations and discussions with Clients on fees for professional services. The course will be tailored to help participants emerge with skills that enable them to optimise and maintain fee levels and profitability.

The training will help participants:
✓ Define their own preferred negotiating style and develop their confidence;
✓ Build rapport and preserve and improve Client relationships as part of their negotiating strategy and techniques
✓ Adjust their negotiation style for different situations, with a focus on Fees levels for professional services
✓ Understand decision making triggers
✓ Be able to discuss fees and costs with Clients whilst reflecting the Firm`s values and preserving its brand and image as part of those Client discussions and negotiations
✓ Be able to position and explain the price and the financial management requirements, money on account, the need for certain disbursements paying bills on time, etc.
✓ Be able, when the scope of the services and instruction changes, to revisit price and explain the need for any change.
✓ Create a stronger negotiating position and adopt a more proactive and assertive approach when a full pitch/negotiation is required over and above a persuasive discussion
✓ Deal with experienced and difficult negotiators effectively
✓ Improve the Firm`s profitability through confident and proactive negotiations on fees for professional services.

Methodology - This is an interactive course with practical and relevant exercises, activities and skills practice linked to Client discussion, negotiations and fees and costs. It aims to equip delegates with tools and techniques that they feel comfortable using with Clients, when back in the workplace. It is suitable for those who need to negotiate and discuss fees and costs and have related conversations with Clients either by face to face and/ or by telephone.
It has a strong commercial focus and looks at the behaviours and the situations you encounter in terms of negotiating on important issues including fees, chargeable rates and service delivery.

Content

• Understanding the need to be confident and proactive in discussing Fees and Costs with Clients. Understanding the need to negotiate in order to retain business profitability and create an awareness of the importance and financial impact of competent negotiation on Fees for professional services. What makes a good negotiator / negotiation and the negotiator - Lots of people have very different ideas about negotiation and the skills and qualities a good negotiator needs, how people handle negotiations and the qualities they bring.
• Planning and preparation - how to plan and structure a conversation on fees and possible negotiation to achieve the desired outcomes. Being clear on the approach required and whether a full pitch/negotiation is required or more of a persuasive discussion is appropriate relative to the client relationship
• Essential skills of negotiating and communication with Clients
o Opening the discussion confidently and professionally -
▪ Building rapport, gaining interest and making an impact.
o Reflecting the Firm`s values, services and qualities through your interaction with the Client from the outset
o Creating the right climate and obtaining control
o Communication (verbal and body language) and interpersonal skills in negotiation
▪ Positioning and explaining the price of services and the financial management requirements, money on account, the need for certain disbursements paying bills on time, etc.
▪ Being able, when the scope of the services and instruction changes, to revisit price and explain the need for any change.
o Adopting a more proactive and assertive approach when a full pitch/negotiation is required o of a over and above a persuasive discussion
o Reading and interpreting and responding to the signals
▪ verbal and visual
▪ understanding and responding to decision making triggers and making decisions in negotiations
o Effective use of questioning and listening skills in negotiation
▪ steering and controlling the negotiation / discussion
▪ eliciting information effectively and using it accordingly to achieve the desired outcome of Fee negotiations
• Understanding the behaviours being used by both “sides” and recognising the appropriate behaviour in Fee negotiation situation - Recognising your negotiation, influencing and persuasion styles and how to adapt that to the Client
• Developing and maintaining trust, patience and integrity and remaining professional throughout the discussions and Client engagement
• Dealing with Difficult Negotiators
o Strengthening your position - Holding your ground when you need to
o Maintaining control of negotiations and the conversation
o Handling and overcoming objections and conflicts in negotiations
o Remaining professional
• Specific face to face issues and challenges and telephone negotiating issues and challenges
• Closing the negotiations and achieving the desired result with maximum benefit
• Skills Practice
• Action planning and commitment

How To Book

Please contact your Learning & Development Manager if you are interested in this course.