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Innovation and Best Practice
for Business Success

Established 1967

High Impact Fee Negotiation and Management for Professionals

High Impact Fee Negotiation and Management for Professionals

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

Ori Wiener


With guidance on pricing, negotiating and managing fees for professional service firms, this book gives advice to help lawyers, accountants and consultants get paid what they're worth for their engagements.

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About the book

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.

Table Of Contents

    • Chapter - 00: Introduction;
    • Chapter - 01: What is different about buying professional services?;
    • Chapter - 02: Why professional service 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: Having another go at squeezing the lemon: advanced techniques and approaches;
    • Chapter - 14: Managing a PSF project profitability


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 Details

  • EAN: 9780749467692
  • Edition: 1
  • Published: 3rd September 2013
  • Paperback
  • Dimensions: 234x156
  • 256 pages

About the Author

Ori Wiener is a strategic business development consultant and executive coach to senior executives of professional services firms. He also delivers high impact fee negotiation and fee management skills training. 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, Mexico and other locations. He has a unique combination of perspectives as client, insider and consultant to PSFs.

Ori Wiener