Six ways to defend your fees when clients haggle

In this week’s article, I want to give you six strategies and tactics to help you defend your fees when you come under pricing pressure from your clients; a scenario that is increasingly likely in the more transparent post-Retail Distribution Review (RDR) world. 1 Help clients see the value: If your clients genuinely value what you do, price comes a long way down the list of their concerns. Making sure you give clients what they need, want and value, and ensuring they understand and appreciate the difference that you make, should be your number one objective. 2 Restate the benefits:...