High Impact Fee Negotiation and Management for Professionals: How to Get, Set, and Keep the Fees You're Worth - Softcover

Wiener, Ori

9780749467692: High Impact Fee Negotiation and Management for Professionals: How to Get, Set, and Keep the Fees You're Worth

Softcover

ISBN 10: 074946769X ISBN 13: 9780749467692

Publisher: Kogan Page, 2013

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.

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Review:

"A really useful addition for partners in any professional services firm." (Mike Mister, Director, Executive Development, Ernst & Young Global)

"Every partner and professional in a professional services firm should have a copy of this book and read it in detail." (Harmut Papenthin, Managing Director Operations, CMS Hasche Sigle)

"Provides professionals with invaluable guidance in a key area of their relationships with clients." (Anthony Angel, Senior Partner, DLA Piper and former Managing Partner, Linklaters)

"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, RainToday.com)

Book Description:

Provides an integrated, systematic approach to setting, negotiating and managing higher fees and alternative fee structures for professional services.

Helps professionals turbo-charge their careers by getting on top of the non-technical but nonetheless career-critical skills to improve both client relationships and profitability.

Offers PSF management guidance regarding the most effective support processes and systems needed to encourage greater fee management by their professionals.

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