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WHY DO SMART PEOPLE MAKE SUCH STUPID MISTAKES?, 2017, Paper, 6 x 9, 205 pages
A Practical Negotiation Guide to More Profitable Client Relationships for Professionals and Professional Service Companies
Are you paid what you deserve by your clients? Learn to negotiate with your clients more profitably. This book will save you a fortune and maybe even make you a fortune. Its practical approach means you can apply the proven strategies in your business today.
You will discover:
- How to confidently hold your price
- How to say ‘no’ to clients while improving your relationship
- How to negotiate higher fees and prices
- How to handle unrealistic timescales and budgets
- How to respond to ‘you’ve got the business if you drop your price’
- How to prepare for meetings with “Purchasing”
“Why Do Smart People Make Such Stupid Mistakes?” is a practical negotiation guide to more profitable client relationships for marketing and communication agencies, sales teams, and professional service people. Include accountants, attorneys, architects, engineers, and any other professionl who believes she/he is not closing their projects at the right for them pricing and terms.
Endorsements:
“Moving from supplier to partner should be the goal of any forward thinking agency… the thoughtful and practical advice here can really help make that goal a reality.”
– Phil Bartlett, McCann World Group
“Chris Merrington knows his sector inside out and has great strategies, tools, and approaches that actually solve the problems. And I know because I have tried them.”
– Martin Finn, Managing Director, EdComs
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