How can we help achieve win:win commercial agreements with clients?

In this episode, we’ll be exploring both sides of achieving win:win commercial agreements with clients. Typically that centres on the fees that we charge and are paid but can increasing is focusing on how we deliver work and the added value services we offer. 

Buying and selling anything intangible, as professional services are, is clearly more nuanced than something that is tangible. But is it a science or an art? 

Therefore, we will be considering questions including: 

• What do clients like and not like when it comes to professionals’ practices around pricing and commercial agreements? 
• How can we make it easier for clients’ procurement teams to understand the value we can deliver?
• How do procurement teams address the challenge of buying intangible professional services? 
• How can business development teams work well with pricing and procurement teams? 

To help me discuss these topics, I am joined by Beth Wallace and Stephen Cole who share their personal views on these topics. 

Beth has over 30 years in procurement and supplier management roles including being Group Sourcing Director for a FTSE 100. She’s bought legal and professional services throughout hercareer as well as worked with law firms on a consultancy basis.

Stephen is currently a Commercial Finance Manager at the international law firm CMS in London. He’s a specialist in Real Estate transactional pricing and has worked across a variety of practice areas and sectors. Previously he was an auditor at Grant Thornton in London, becoming a qualified accountant in December 2020. 

Your host is James Stringer, a former BD Director and now trainer, consultant and coach on business development and bids.