As our industry becomes more competitive we need to reconsider the way we view our fee proposal documents; not simply as a legal instrument, but rather as a document that sells design services. In this ebook we look at the science of selling design services by exploring the field of human behavior and its application to the fee proposal process. We’ll show you the seven fundamental principles behind an effective fee proposal document and the factors that cause clients to say yes at your request.
Purchasing and reading this guide is worth 1.0 Informal CPD Points and has the following learning outcomes:
- Recognise how utilising the principle of ‘Simplicity’ in the Fee Proposal Document can avoid client paralysis during the appointment process.
- Appreciate how the principles of ‘Consistency’ and ‘Reciprocity’ affect your client’s perception of your firm and services before your fee proposal is submitted.
- Learn how the principle of ‘Mental Accounting’ can improve the way expenses/disbursements are addressed in your proposal to avoid damage to the client relationship.
- Understand how the principles of ‘Options’, ‘Liking’ & ‘Value’ can improve your client’s perception of your fees, reduce the potential for fee erosion & scope creep, and improve client relationships.