For managers, senior managers and directors
Putting your value across is a skill. It moves careers on.
What impact would it have on your career to regularly win business at the right fee, and to deal confidently with fee pushback, so you keep both the relationship and the margin?
The people partners trust with the client are the ones who can quote the right fee with confidence, and hold it when the client pushes back.
What changes
After six weeks, you'll be able to
- See what is happening in a fee conversation while it is happening
- Quote the right fee first time, without trimming it to be safe
- Handle pushback professionally, keeping the relationship and the margin
- Spot scope creep and free advice before they cost you
- Talk about value across all six layers, not just the work itself
How to get a place
Ask your firm, or invest in yourself
Many people are put forward by their firm. Others come because they want to get better at this for their own careers. Both work.
If you'd like your firm to support you, the course summary is written to be passed on to whoever signs off training.
Still using it years later
From people who took the course
“You gave a selling value course to [our] London team about 11 years ago and I was reflecting and remembering how brilliant it was … I remember the notion of value and still remember the hypothetical scenario of selling a watch! … [the firm] had the highest proportional organic growth in 2024 in the UK … and my own growth in the London office was over 30% and gross profits more than 4x in the period I led it.”
Former PartnerUK accountancy firm, now in Australia
“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 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.