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How to Get, Set and Keep the Fees You’re Worth - Press Release

High Impact Fee Negotiation and Management for Professionals (9780749477387)2nd February 2017High Impact Fee Negotiation and Management for Professionals: How to Get, Set, and Keep the Fees You're Worth

How to Get, Set and Keep the Fees You’re Worth

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.

Giving advanced praise for the book, Gareth Hughes, EMEA Head of Pricing, LPM and Analytics, Reed Smith said “One of the very few books that provides pragmatic guidance on how to raise assignment profitability at professional services firms.” Meanwhile, Mike Mister, Partner, Moller PSF Group Cambridge said that High Impact Fee Negotiation and Management for Professionals is “a robust, research-grounded and above all practical guide, mixed with evidence from a seasoned professional in the field. A really useful addition for partners in any professional services firm.”

Stuart J T Dodds, Director, Global Pricing and Legal Project Management, Baker & McKenzie Global Services also commented that “Ori has been at the forefront of pricing and negotiation with PSFs for many years. He has a clear passion for, and understanding of, the complexity this area brings. This book will prove an invaluable guide to those seeking to navigate this increasing important area.” Anne Scoular, Managing Director, Meyler Campbell Coaching states that High Impact Fee Negotiation and Management for Professionals is “a must-have for any professional serious about managing the dilemma between building relationships and charging appropriate fees. I wish I had read it years ago.”

About the authors: 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 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.

About Kogan Page: Kogan Page is the leading independent global publisher of specialist professional books and content with over 900 titles in print. Its authors come from some of the world’s most prestigious academic institutions, international commercial organisations or professional associations in Leadership, Management, Marketing, Branding, Human Resources, Coaching, Logistics, Entrepreneurship and Careers.

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For a digital or printed review copy, a by-lined article or to arrange an interview with the author, please contact Philippa Artus: partus@koganpage.com or +44 (0)20 7843 1939

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