The course
Six weeks. Small groups. Your own clients.
A practical online course for people who quote fees and talk to clients about them.
What we cover
The content
- The P/V Formula: how price and perceived value work against each other, and what to do when they are out of balance.
- The six layers of value: yourself, your team, your firm, your proposition, your offering and your proposal.
- The four discounts: the asked-for discount, pre-discounting, scope creep and free advice.
- Quoting with confidence: being clear enough about your value to quote the right fee first time.
- Dealing with fee pushback professionally: leaving the relationship and the margin intact.
How it works
The format
- One live session a week, in a small group
- Practical work between sessions, using your own clients and quotes
- Optional extra support: a weekly practice clinic. Bring a live quote or client situation for feedback.
- A closing one-to-one with Terry
- For a whole team, the course can also run in-house
Making it stick
The course doesn't stop at week six.
New skills need practice to become habits.
- Monthly alumni refocus and Q&A: 60 minutes on Zoom, with questions sent in advance.
- Open to everyone who has attended the course, including past delegates from Terry's face-to-face years.
- No time limit. Come back whenever you need it.
Questions
Before you book
Who is it for?
Managers, directors and partners in accountancy and professional firms who quote fees and talk to clients about them.
How much does it cost?
We talk through fees on a short call, along with whether the course is right for you or your team.
Can my firm pay for my place?
Yes. Many people are put forward by their firm. The course summary is written to be passed on to whoever signs off training.
Can it run just for our firm?
Yes. For a larger team the course can run in-house, built around your clients. See For firms.
What if I'm not ready for January?
Book a call anyway. Groups are small, and we can talk about the next course date.
Talk it through on a short call
Thirty minutes on Zoom, at a time that suits you. We'll talk about what is happening in your fee conversations, and whether the course is right for you or your team.