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One Piece of Advice You Need to Get the Fees You Deserve

By Jeanne Urich

Since I believe in "over delivering," I have three pieces of advice regarding fees and pricing:

  1. Spend your time on properly positioning your firm's business value and you won't have to worry about pricing.

  2. Discounting doesn't work.

  3. Bill rates are a good indicator of quality—clients get what they pay for.

Spend Your Time Properly Positioning Your Firm's Business Value

The key to winning business in professional services is not based on pricing or discounting—it is based on properly positioning your firm to be the best known, most respected and valued in your market. Premium pricing starts with your strategy—understanding who your target buyers are and what business "pain" you uniquely solve for them and of course why you are better than your competitors. Once you are clear on your strategy there are three steps to ensuring you are the premium firm:

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