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High Impact Fee Negotiation and Management for Professionals

Ori Wiener

Published by Kogan Page Jul 2013, 2013
ISBN 10: 074946769X / ISBN 13: 9780749467692
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Title: High Impact Fee Negotiation and Management ...

Publisher: Kogan Page Jul 2013

Publication Date: 2013

Binding: Taschenbuch

Book Condition: Neu


Neuware - Provides an integrated, systematic approach to setting, negotiating and managing higher fees for professional services. 208 pp. Englisch. Bookseller Inventory # 9780749467692

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Synopsis: With increasing pressure on margins, growing international competition and a rise in tough procurement practices, the pressure on professional service firms (PSFs) and their professionals has never been higher. If you want to be able to charge the fees you know reflect the value you bring, you need the high impact, practical guidance that this book offers. Learn how to apply a powerful, consistent approach to make sure the 'golden triangle' of setting the price, getting the price and keeping the price works in your favour. Develop a strategy to enhance the profitability of your engagements through pricing, fee structuring, scoping, and negotiating. Understand the key steps management need to take to embed supporting processes and the appropriate culture. Expert negotiator, PSF consultant and trainer Ori Wiener's invaluable guide gives you the skills, tips and techniques that have been proven to deliver results.

Review: "On the surface, so many professional services firms look the same to buyers. And when they all look the same, the deciding factor is price. With the advice Ori Wiener provides in "High Impact Fee Negotiation and Management for Professionals," firms can escape from that commodity trap. Following his strategies, professionals will learn how to get the fees they deserve while also developing strong, long-lasting client relationships."--Michelle Davidson, Editor " "

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