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

ISBN-13: 9780749477387 / Angielski / Miękka / 2017 / 280 str.

Ori Wiener

Opis

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.

Recenzje

"One of the very few books that provides pragmatic guidance on how to raise assignment profitability at professional services firms" Gareth Hughes, EMEA Head of Pricing, LPM and Analytics, Reed Smith

Spis treści

• • Chapter - 00: Introduction;
  • Chapter - 01: What is Different about Buying Professional Services?;
  • Chapter - 02: Why Professional Services Firms are Different;
  • Chapter - 03: The Challenge of Pricing PSF Work;
  • Chapter - 04: Generating Value with Fee Structures;
  • Chapter - 05: How to Deal with Procurement - The Importance of Scope;
  • Chapter - 06: Raising the Institutional Game;
  • Chapter - 07: Preparing for Fee Negotiations;
  • Chapter - 08: Critical First Steps - Planning;
  • Chapter - 09: How to Raise Your Negotiation Success - Deliver a Credible Opening;
  • Chapter - 10: Act 2 - Managing the Flow of Concessions to Capture Value;
  • Chapter - 11: Act 3 - Locking in Gains Through Effective Closing;
  • Chapter - 12: Creativity - The Ultimate Negotiation Skill;
  • Chapter - 13: Negotiating with Style;
  • Chapter - 14: The Impact of Culture and Gender;
  • Chapter - 15: Having Another Go at Squeezing the Lemon - Advanced Techniques and Approaches;
  • Chapter - 16: Managing PSF Project Profitability;
  • Chapter - 17: The Impact of Effective Veto and Target Setting - Research Results

O autorze

Ori Wiener is a strategic business development consultant and executive coach to senior executives of professional services firms. He is regularly consulted on critical fee negotiations situations as well as delivering high impact fee negotiation and fee management development support.

Ori Wiener 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.