You have no right to expect owners to pay more for your service if you are doing these three things when taking on new business –
- Sending proposals without meeting face to face with key committee members to determine their real ‘needs’ as opposed to their ‘wants’
- Describing the services and tasks you perform, rather than the value and outcomes you will deliver
- Sending proposals to everyone that enquires, regardless of their fit for your practice and your team’s capacity to take on the additional work.
Click here to see our New Business Pathway model, which enables you to identify opportunities to demonstrate your value to owners, and therefore increase your fees.
Michael Teys advises strata management businesses on improving profitability through professionalisation and streamlined operating systems.
He has more than 30 years’ experience as a strata lawyer and academic and has owned 11 strata management agencies throughout Australia. He has a Master of Philosophy (Built Environment) and Bachelor of Laws. He lectures and writes widely about strata management issues in Australia and internationally.
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