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Return on Investment

Return on Investment

An example of the kind of return people who invest in my experiences derive:

Hi Alan

I thought you might be interested in a small recent success.

I have a improvement program that I deliver to accounting firms. I have been generally charging around $50,000 which is quite profitable and I enjoy the work.

I was meeting with the principal of a good-sized firm and I had submitted the proposal but pushed the fee up to $80,000.

You may recall that we did a role-play in Sydney and you nailed me by asking for me to take part of the fee based on success and I became unstuck at that point. Well, the prospect asked exactly the same question. As I had thought a lot about what I should have said (when you asked it), this time the answer just rolled off the tongue!

The client has signed (at $80,000) and the money is in the bank.

Thanks for the rehearsal!

Cheers

Craig Devlin

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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