Wednesday, July 28, 2010

How to discount when you HAVE to discount!

percent symbolOk.  Let me make this perfectly clear.  I am NOT a fan of discounting your fees or markups ever, in the hopes that it will bring in more business.  In fact, many of you have already seen this video on why not to do that.  If you haven't, then check it out...CLICK ON ME! That said, it isn't reasonable to assume that prices wont drop during a recession (or anytime when supply exceeds demand) or that there aren't times when it simply does make sense to lower a feee.  I often hear from people who are concerned about the long term impact of lowering their fees with their existing clients... For example, "Neil. I have always done business with this one client at 30%.. Now, they are doing poorly and the president really wont approve any deal that goes above 20%.  They are hurting and truthfully, I am also.  BUT, if i lower my fee now to 20%, do you think that I will then always be stuck at 20% and will have a hard time getting it back up to 30%?". Well, I have a great easy TRICK FOR YOU!

Friday, July 16, 2010

"What is your greatest weakness"- What you should be telling your candidates!

ScaleWhat is the "greatest" response that I have ever heard when it comes to the old favorite "what is your greatest weakness?".   By "greatest", one can take it as great for the candidate or great for the interviewer.  I'll start with the greatest for me, as a hiring manager.  Silence  is a classic. Cracks me up every time.  The other one that I loved was how someone just spewed on and on, as if I were their therapist, about how many mistakes they make and how they never seem to be accepted by their new teams. The emotions went from, of course, feeling relieved that I can immediately end that interview to feeling downright bad for this person (at many many levels)..  But now, let's get into what they really SHOULD be saying, and once, again, it boils down to following the simple golden rules of sales.....