the-perfect-response-to-the-fee-objection 
David A Fields
JUNE 22, 2016
The morning for your proposal review arrives and your prospect’s first words are, “I love your proposal, but the fees are way too high. What’s the perfect response? What’s the perfect response? One that should, by all rights, be irresistible. Money in the bank. I don’t have this much budgeted.”
Harvard Business Review
OCTOBER 26, 2017
A job opening catches your attention but the required experience is only eight years — and you’ve been in the industry for 15. Should you still apply? And if you’re called in for an interview, should you acknowledge you might be overqualified? What should you consider before taking the role? What the Experts Say.
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Harvard Business Review
SEPTEMBER 17, 2013
When I recently asked a group of MBA students to define what it meant to them to be a consultant, they quickly rattled off phrases such as “trusted advisor,” “problem-solver,” “objective 3rd party,” and “subject matter expert.” What was interesting was that none of their definitions mentioned the word “results.”
Leading Blog
NOVEMBER 2, 2018
I will not work on a matter or participate in a transaction if certain people are involved on either side of the table. I apply this philosophy widely across business and managerial settings. I actually have a hard time separating my business philosophy from my management philosophy. Managing my practice and managing my clients are similar.
Harvard Business Review
JANUARY 11, 2016
In a perfect world, governments would have the cash and the consensus to fund and coordinate the construction of the infrastructure required to sustainably accommodate a rapidly urbanizing world. Every year, hundreds of millions of people across the globe move from rural to urban environments in search of opportunity. Insight Center.
Harvard Business Review
NOVEMBER 12, 2015
You cannot delegate that responsibility to HR.” Look around your organization, at the people with whom you interact every day. What do you see? Does your workplace reflect a relative balance of males and females in leadership positions? “We don’t have an HR function, and that is a deliberate decision,” he told us.
Harvard Business Review
JANUARY 11, 2018
The concept of place identity was first introduced by environmental psychologists who found, for example, that identifying with a particular national park led to more conservation behaviors, volunteering, and a willingness to pay higher entrance fees. Sometimes this works, but often it doesn’t.
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