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Five Steps To Getting The Fees You Know You Deserve
By: John Doerr
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    Table of Contents:
  • Five Steps To Getting The Fees You Know You Deserve
  • Concentrate On Your...
  • Know And Validate...
  • All too often...
  • Articulate Your Value...
  • For example, consider...
  • What would happen...
  • Deliver Your Value...

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    Five Steps To Getting The Fees You Know You Deserve - All too often...

    (Page 4 of 8 )

    All too often, what we believe to be true and what the market believes to be true are two different things. In order to concentrate on the value of your services, you must know what that value is in the eyes of your clients and prospects.

    Ask them:

    If you were to recommend me (my firm) to a colleague, what would you say are the benefits you get from working with us?

    Finish this sentence, "Our firm is a leader in the area of..."
    What makes my firm distinct is...?
    When you are looking to hire (fill in your service area) what is most important to you?
    Be prepared for some tough answers. Maybe you are not a leader in anything. Maybe they cannot see the difference or the benefits of your services. If they can't, you have to go back to step one. If they can, then start spreading the word.

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