Why Do Smart People Make Such Stupid Mistakes?: A Practical Negotiation Guide to More Profitable Client Relationships for Marketing and Communication Agencies,Sales Teams and Professional Service People (Paperback)
  • Why Do Smart People Make Such Stupid Mistakes?: A Practical Negotiation Guide to More Profitable Client Relationships for Marketing and Communication Agencies,Sales Teams and Professional Service People (Paperback)
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Why Do Smart People Make Such Stupid Mistakes?: A Practical Negotiation Guide to More Profitable Client Relationships for Marketing and Communication Agencies,Sales Teams and Professional Service People (Paperback)

(author)
£14.99
Paperback 208 Pages / Published: 09/03/2011
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Are you paid what you deserve by your clients? Learn to negotiate with your clients more profitably. This book will save you a fortune and maybe even make you a fortune. Its practical approach means you can apply the proven strategies in your business today. You will discover: How to confidently hold your price, How to say 'no' to clients while improving your relationship, How to negotiate higher fees and prices, How to handle unrealistic timescales and budgets, How to respond to 'you've got the business if you drop your price' and How to prepare for meetings with Procurement. Why Do Smart People Make Such Stupid Mistakes? is a practical negotiation guide to more profitable client relationships for marketing and communication agencies, sales teams and professional service people.

Publisher: Panoma Press
ISBN: 9781907722011
Number of pages: 208
Weight: 256 g
Dimensions: 210 x 148 x 11 mm


MEDIA REVIEWS
This is great - more than a book on negotiation - it should be a bible for all agency account handlers. Inspiring and practical. -- Tara Page, Client Services Director, Saatchi and Saatchi Health
Moving from supplier to partner should be the goal of any forward-thinking agency - the thoughtful and practical advice here can really help to make that goal a reality. -- Phil Bartlett, General Manager, Torre Lazur McCann McCann World Group
Chris Merrington knows his sector inside out and has great strategies, tools and approaches that actually solve the problems. And I know because I've tried them. -- Martin Finn, Managing Director, EdComs

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