Last week I was privileged to serve an accounting firm by evaluating an opportunity they had with a prospect.
I contributed the structure of the proposal, the pricing and the strategy for getting the client to say yes. The partner contributed the technical solution and presented the proposal to the prospect.
It took four meetings over 10 days, but the result was a six figure win for the firm representing a 27% increase to their top line (both the deal and practice turnover are six figures)
The work carried out by the firm will deliver a quarter of a million pounds of tangible benefits to the client in year one. A critical part of the proposal was to demonstrate how that would be delivered.
Please don’t tell me ‘The client won’t pay (x)’.
That’s a perpetual misdiagnosis.
It’s far more likely that the client is given no compelling commercial justification to pay you (x).
The market WILL always stand the price you can justify.
To your success,
Martin Bissett
