Discounting strategies for consultancies

Say you are a consulting business turning over more than £1m and regularly discounting your fees. If you are making £200,000 profit and giving away, on average, a 10% discount, do you realise that you would increase your profit by 50% if you stopped discounting?

A maioria dos proprietários de consultoria percebe isso. E eles estão interessados ​​em doar menos quando estão negociando, mas não sabem como. 

Here is a 4 minute clip from one of our face-to-face events where I shared a selection of alternative strategies to discounting. 

Essas estratégias incluíram como e por que:

• padronizar seus descontos
• afastar a conversa do custo e para o valor
• Construa a crença da equipe em suas taxas
• target gross margin as well as net margin
• ask for something in return for a discount

and more.

If you would like to speak to me or get the views of our panel of growth experts on your sales strategy, consider becoming a member of our network where you get access to actionable insight and expert views on all the topics that are critical to growing your business.