Is your firm pursues new business your staff must navigate difficult conversations around fees and pricing every day. Pressures from existing and potential new clients to lower fees often forces your teams to discount fees to “be competitive.” Rather than believe you are adding additional value to your clients’ projects, many A&E professionals assume they are not any better than their competitors and compete on fees. Even if you do believe you are better, many of your staff do not have the skills to articulate why you are better and fail to have the right conversations with clients.

This presentation is based on the best-selling book by June Jewell, RAISE Your Value: 5 Steps to Uncover Hidden Value, Design a Winning Advantage and Charge More. You will discover that with the right approach, understanding and language tools, it is possible to transform your client relationships and business practices away from accepting unprofitable work towards a value-based business partnership. This presentation will focus on how to understand and communicate your value so that you can have better and fairer clients and higher profits

Presenter: June R. Jewell, CPA

June is a leading business management expert guiding Architecture and Engineering firm leaders to top industry profits by improving culture, processes and systems, and ensuring leaders, PMs and employees are trained for high performance. She is author of the best-selling book, Find the Lost Dollars: 6 Steps to Increase Profits in Architecture, Engineering and Environmental Firms. June is CEO of AEC Business Solutions, providing business assessments, training programs, workshops and process improvement services to stop projects from leaking profits and find lost dollars in nine areas of your business. June’s new book, RAISE Your Value, prescribes a 5-Step process to uncover hidden value, design a winning competitive advantage and increase fees. You can learn more about June and her team at www.aecbusiness.com