The Movie-Star Experience

Growing up, I thought like many young boys, that being a movie star meant they actually experienced what we see in movies.  In case you still think that, it’s far from true.  On my recent trip to Australia, I had another opportunity to watch a motion picture in the making.  If you’ve never done this, […]

10 of My Favorite Ways to Increase Fees

Here are some ways to increase fees without penalizing your clients. Measure risk – Impact and likelihood, of a disaster, jointly place a value on it and set your fee accordingly. Look for problem areas that consistently show up across the companies you do business in.  Come up with solutions and use this material to […]

Valid Times to Charge Less

Is there ever a time to charge less?  In fact there is… (Remember Crazy Eddie? – funny, but the wrong approach for your company.) 1. If a company’s terms put payment way out there, often a discount for upfront payment is warranted.  While speaker’s fees generally are prepaid, consulting fees are not.  Using a fixed […]

Will you Walk Away?

Will you walk?  I’ve been writing about fee setting, and no fee setting series would be complete without facing the reality of a failed negotiation.  If you’re not willing to walk away from the business, you have no business negotiating.  Once the client perceives your willingness to discount, they’ll require it as part of every […]

Leveraging the Power of the platform

We completed day one of Mastering Boardroom Presentations, in Raleigh.  As I’ve said before, the presentation always seems to be the weak link in the sales call.  If you want to increase sales, perfect your message, and become the best at presenting in!  Some the key take aways from today’s participants were: 1. “Focus on […]