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Good Morning Ladies and Gentlemen Welcome to How to Help Your Fee-Earners Charge What Theyre Worth And Get It! Vanessa Ugatti The True Worth Expert Email: vanessa@thetrueworthexpert.com T: 01202 743961 M: 07957 672335 W:

  1. Good Morning Ladies and Gentlemen Welcome to How to Help Your Fee-Earners Charge What They’re Worth And Get It! Vanessa Ugatti The True Worth Expert Email: vanessa@thetrueworthexpert.com T: 01202 743961 M: 07957 672335 W: www.thetrueworthexpert.com Skype: Vanessa.Ugatti Tel. 01202 743961, Email: vanessa@thetrueworthexpert.com

  2. The Magic Formula UV + CV + CD = CW Tel: 01202 743961, Email: vanessa@thetrueworthexpert.com Tel. 01202 743961, Email: vanessa@thetrueworthexpert.com

  3. You Might Want to Write this Down Fee- earners’ clients will only really value them when they learn to value themselves! Tel: 01202 743961, Email: vanessa@thetrueworthexpert.com Tel. 01202 743961, Email: vanessa@thetrueworthexpert.com

  4. Understanding Their Value There are three key aspects to fee-earners understanding their value: Their expertise The client’s perception Their general self-worth Tel: 01202 743961, Email: vanessa@thetrueworthexpert.com Tel. 01202 743961, Email: vanessa@thetrueworthexpert.com

  5. Understanding Their Value Their expertise consists of: Their professional qualifications Their CPD Their experience Tel: 01202 743961, Email: vanessa@thetrueworthexpert.com Tel. 01202 743961, Email: vanessa@thetrueworthexpert.com

  6. How to Charge What They’re Worth and Get It Deeply reflect on their expertise – it’s not a 5 minute job! Become a master at understanding their clients’ needs Increase their self-worth Tel: 01202 743961, Email: vanessa@thetrueworthexpert.com Tel. 01202 743961, Email: vanessa@thetrueworthexpert.com

  7. SUGGESTED ACT CTIVITY • Select half a dozen open-minded, willing fee-earners • Get them into pairs. • One asks “What’s the value you bring to your clients? • The other answers. Every time they answer, their partner says: “What else ?” Then swap over. Tel: 01202 743961, Email: vanessa@thetrueworthexpert.com Tel. 01202 743961, Email: vanessa@thetrueworthexpert.com

  8. CV = Communicating Their Value • Conversations around value not merely discussing price. Tel: 01202 743961, Email: vanessa@thetrueworthexpert.com Tel. 01202 743961, Email: vanessa@thetrueworthexpert.com

  9. CD = Comfortable Discussing Fees • Fact: Many fee-earners are not comfortable with this aspect of their job. • Unfounded and irrational fears are often at the heart of it, usually a fear of rejection or a fear of losing the client. Tel: 01202 743961, Email: vanessa@thetrueworthexpert.com Tel. 01202 743961, Email: vanessa@thetrueworthexpert.com

  10. CW = Charging What They’re Worth • This needs no explanation because it’s a direct result of putting all three aspects of the formula together. Tel: 01202 743961, Email: vanessa@thetrueworthexpert.com Tel. 01202 743961, Email: vanessa@thetrueworthexpert.com

  11. How to Charge What You’re Worth and Get It For a complimentary copy of Amazon Best-Seller, True Worth, visit: www.thetrueworthexpert.com To arrange a meeting, call 01202 743961 or email: vanessa@thetrueworthexpert.com Tel: 01202 743961, Email: vanessa@thetrueworthexpert.com Tel. 01202 743961, Email: vanessa@thetrueworthexpert.com

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