symbol

Research. Reveal. Reiterate

Author Archive : Keith Dugdale


What should you do when your client asks you for a discount?

January 16th, 2016 |


You’ve got this great client. Let’s call him Phil. You’ve been working together for years, and you think the relationship is pretty rock solid. And then one day Phil calls you out of the blue and says ‘Look, we've enjoyed working with you all these years, we've really enjoyed it, but times are tough. We're gonna need you to give us a 20% discount going forward please.”

(more…)

Posted in Highlight, Professional Services | No Comments »

Why firms need to avoid impulse bidding when times get tough

April 5th, 2015 |



This post explains why firms need to avoid impulse bidding when times get tough. And Keith Dugdale, our guest blogger, advises what firms should be doing instead to win new work.

‘Panic stations’ is a feeling all too many firms experience as they head down the slippery slope of starting to believe ‘Because you never know, we just might win’, ‘Anyway, we really need the work’ and ‘We’ve got salaries to pay, and there’s not much work around.’ (more…)

Posted in Accounting, Highlight, Law, Management Consulting, Professional Services, Strategy | No Comments »

Subscribe to our Blog!

Get every new post delivered to your inbox.


 

Posting Guidelines:

We hope the conversations that take place on Research. Reveal will be energetic, constructive and thought-provoking. To ensure the quality of the discussion, our moderating team will review all comments and may edit them for clarity, length, and relevance. Comments that are overly promotional, mean-spirited, or off-topic may be deleted per the moderators' judgment.

All postings become the property of Beaton Research + Consulting Pty Ltd.

Archive by months

May 2017
M T W T F S S
« Apr    
1234567
891011121314
15161718192021
22232425262728
293031  

Archive by Year

Subscribe2

feed-icon copyRSS Feeds


Get every new post delivered to your Inbox


 


Join 430 other followers