- Provides an integrated, systematic approach to setting, negotiating and managing higher fees for those in professional services
- Helps professionals turbo-charge their careers by showing them how to master career-critical negotiating skills to improve both client relationships and profitability
- Offers professional services firms management guidance in implementing the most effective processes and systems to encourage higher fee earning by their professionals
- Includes new material on the impact of style, culture and gender in negotiations with updated research and data on negotiating practices
High Impact Fee Negotiation and Management for Professionals
How to Get, Set, and Keep the Fees You're Worth
Ensure you're paid exactly what you're worth with the most comprehensive and practical guide available on fee negotiation for professional services.
Key features at a glance
EAN: 9780749477387
Edition: 2
Published:
Format: 237x157
280 pages
About the book
The pressure on professional service firms 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 High Impact Fee Negotiation and Management for Professionals 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.
About the authors
Ori Wiener is a strategic business development consultant and executive coach to senior executives of professional services firms. Ori founded GARA Consulting and co-founded the Møller PSF Group Cambridge, one of Europe's leading firms specialising in the support of professional services firms. He previously led global business development and marketing at Linklaters, and worked as an investment banker for S.G. Warburg/UBS and Lehman Brothers in London, New York, Frankfurt, Mexico and other locations. He has a unique combination of perspectives as a fee earner, client, insider and consultant to PSFs.
One of the very few books that provides pragmatic guidance on how to raise assignment profitability at professional services firms
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