When a client is relentless on fee negotiation and you are tempted to back down, ask yourself “are you fighting for the fees, or are you fighting for the relationship?”
If the answer is the relationship, is this client a ‘AAA’ client? If they have the assets, do they also have the attitudinal qualities and the advocacy?
If you can’t answer yes to those questions, what does this relationship look like in three to five years - and do you want to walk that road?
Pareto Systems Consulting Clients learn to focus their efforts on the clients that matter most and never need to negotiate their value. Learn more about our consulting programs: https://www.paretosystems.com/one-to-one-coaching.html