This topic has been discussed at length on this platform and I’ve written about it before, but here’s what I’m seeing of late.
Fee negotiations are continuing in professional services. But the pressure is not landing evenly.
Deep specialists who solve costly, urgent problems for senior decision makers are not generally the ones being pulled into difficult fee negotiations.
Their clients understand the problem they solve, the value they create and why they are the right person for the work. Their value is both clear and exceptionally well communicated.
The consultants facing more pressure tend to be broadly positioned. Their businesses have developed around whichever referrals came their way.
They may have one or two anchor clients who pay them well. But they have not mapped out:
– Why those clients value them
– Which other organizations face similar problems
– How their expertise connects to specific pains and outcomes
As a result, they struggle to replicate their success deliberately.
A request to revisit your fee does not automatically mean your positioning is weak. Procurement and budget constraints also matter.
But repeated downward pressure should prompt a serious question:
Is your value as clear to the market as it is to you?
If not, fixing it should be an immediate priority.
Because more fee negotiations are coming.
—
Ready to add $100k-$500k revenue to your consulting business in 12 months or less without burning out? Schedule a call and let me show you how.
