Hello everyone. I’m Vanessa Ugatti, the True Worth™ Expert.
For the past 13 years, I’ve worked with forward-thinking law firms, lawyers and other professional services to address a problem that costs firms huge amounts of money: highly capable people who underestimate their worth, discount their fees, over-service clients or avoid what they perceive as difficult conversations about fees.
I’m not a lawyer, and that outside perspective is one of my strengths. It allows me to challenge established habits and focus on the behaviours that cause even highly capable lawyers to undervalue their expertise, despite knowing intellectually what their work is worth.
At the heart of it all is the psychology of charging, mindset, confidence and self-worth. Because you can be a brilliant lawyer, but that doesn’t necessarily mean you feel confident charging what you’re worth.
And just so you know, 13 years ago I was utterly clueless at charging! That was what led me to embark on a journey to solve the problem for myself and, ultimately, help others do the same.
I’ve recently brought everything I’ve learnt into my new book:
How to Get Paid Your True Worth™ Ethically, Without Selling Your Soul
While Keeping Your Clients Happy!
It’s written for professionals who want to charge appropriately and communicate their fees confidently, without becoming aggressive, salesy or damaging valuable client relationships.
I’d love to hear from other members of the group:
Which creates the greatest difficulty in practice?
1. Setting the right fee
2. Communicating it confidently
3. Managing scope creep effectively
I look forward to hearing your thoughts and experiences.
You can find out more about my book here:
https://www.vanessaugatti.com/book
Vanessa.
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