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4 questions you will need to answer

Here are four questions and answers that can mean the difference between won business and lost business.

By David Contorno | Updated on October 01, 2016

Here are four questions and answers that can mean the difference between won business and lost business.

1. How (much) do you get paid? Traditionally, it has been a combination of commission and bonus. Under this model, we made more as rates went up, which showed a failure to manage costs, and reduced incentive to utilize cost containment strategies. At our agency, we offer a shared savings model, in which the more we reduce costs, the more we get paid. In this scenario, a real win-win is presented to the client, and any thoughts of impropriety should be resolved. As risky as this model sounds, it can also bring the biggest rewards.

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