Today’s Bissett Bullet: “As the old saying goes, we esteem too lightly that which we obtain too cheaply. That goes for low fees in the accounting profession too.”
By Martin Bissett
When you lowball a fee, do you instill confidence in the prospective client that you’ll be giving your full and very best attention and resources to their account? From real-life feedback, I can advise that Grade “A” prospects doubt that very much.
Today’s To-Do:
When you next lowball a fee, create a justification in your mind for doing so beyond “we need the business” and explain it to the team who will have to deliver the work under such tight margins. They will benefit from the understanding and morale might not take as big of an intangible hit as it usually does in these cases.
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