Book Why do smart people make such stupid mistakes? : a practical negotiation guide to more profitable client relationships for marketing and communication agencies, sales teams and professional service people / Chris Merrington ; [illustrations by Noel Ford].
Publication year: 2011
Publisher: St. Albans : Ecademy Press,
Resource type: Physical
ISBN: 9781907722011 (pbk.)
"Spring 80 : 20."
The character "D" in "Stupid" word in title appears in opposite direction.
Dedication -- The author and Spring 80:20 -- Preface -- Chapter 1: Why do smart people make such stupid mistakes? -- Chapter 2: Negotiation principles -- Chapter 3: A front-foot mindset -- Chapter 4: Work smarter, not harder -- Chapter 5: Differentiation and winning new business -- Chapter 6: Pricing profitably -- Chapter 7: Charging higher fees -- Chapter 8: That's a good question -- Chapter 9: Internal negotiations and supplier negotiations -- Chapter 10: Procurement -- Chapter 11: In conclusion
Are you paid what you deserve by your clients? This book helps you 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', and more. 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' and How to prepare for meetings with Procurement. Why Do Smart People Make Such Stupid Mistakes? is a practical negotia
207 p. : ill. ; 21 cm.