What to do if your Institutional Clients don’t pay you commensurate with the Corporate Access work you do for them?  This could be the biggest single question facing Sales Heads who we speak to all the time.

First – do you know which those Clients are?  Which means knowing precisely, for each of your Clients, what you have done for them.

Second – were the Clients aware of all that you had done for them?   The best assumption for this question is “no”.

Third – under-payers can then be classified as either a) we don’t value your services the way you think we do,  b) we do value your services and can pay more but you’ve never been the squeaky wheel, or c) we cannot or will not pay any more.

The last may mean dropping the Client – but a) and b) provide a clear path to the sales rep to talk to the Client about modifying the service mix and getting paid more.

This entry was posted on Tuesday, June 9th, 2009 at 12:16 pm and is filed under Corporate Access Meetings. You can follow any responses to this entry through the RSS 2.0 feed. You can skip to the end and leave a response. Pinging is currently not allowed.