For partners and firms
Your people are having more fee conversations, and harder ones, than ever.
Every client has read that AI should make professional work cheaper. The question is whether your people hold the fee, or give ground without noticing.
Two ways to train your people
Places on the course
Put two or three people on the next course, starting on 11 January 2027. Groups are limited to 10, so your people learn alongside client-facing staff from other firms.
- One live session a week for six weeks
- Practical work on their own clients and quotes
- An optional weekly practice clinic
- A closing one-to-one with Terry
In-house, for your firm
For a larger team, the course runs just for your firm, built around your clients and the conversations your people are having now.
- Delegates join live, or watch later that week
- Exercises are part of the course, not optional extras
- Attendance and completion reported back to the firm
- Many firms start with a pilot group
How partners judge training
Relevant, effective, lasting, and a return
Relevant
Selling value is getting harder
How confident are you that you and your team will explain your real value when a client pushes on fees? If the answer is very confident, you don't need this course.
Effective
Firms keep using it
Almost every firm we have worked with has kept using our training, and most alumni still use the techniques and practices.
Lasting
Built to change behaviour
Insight into how clients buy, plus practical techniques, creates a cycle of competence and confidence that builds lasting habits. Monthly alumni sessions keep it going.
Return
One fee held covers it
One fee held at its proper level, one piece of scope creep charged for, or one discount not given can cover the cost many times over. And it is a skill for life, so the return compounds year on year.
From a partner who booked it again
What firms say
“Terry has delivered a number of selling the value courses for me over the years and each time he has always delivered a top class experience with plenty of development and learning opportunities for the delegates. I would not hesitate in recommending him”
Danny HoughtonPartner, MHA
“I attended a number of Terry’s pro-sell training days in my early years as a partner. I still use a number of the tips and techniques he taught us then (20 successful years later)”
Regional Managing PartnerBig Four firm
Talk about your team
A short call about who on your team would benefit, and whether places on the January course or an in-house course would suit your firm better.