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title
Jim Doyle & Associates Blog
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2026-02-21 05:56:15
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Jim Doyle & Associates Blog skip to main | skip to sidebar Thursday, February 21, 2013 Teaching Your AE’s How Much to Ask For We’re often asked, “How do you determine how much you should ask a client for?” We were asked that by one of our clients recently, and I wrote him this email: There are a lot of ways we try to get to the "ask" number. Let me outline a few: 1. Analyze what the client tells us is not working during the Diagnosis 2. Call. Clients are quick to cancel things they don't believe in if they have 3. A compelling idea supported by success stories. (During this step we’re also looking at where money is being spent that IS working.) 4. What is the cost of doing nothing? For example, an eye doctor had just built a $4M surgery center. Almost as soon as it opened, he learned of changes in Medicare reimbursement for his #1 procedure, which REQUIRED his volume level to go up. His total budget the previous year was $40K. ...
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