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.
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.
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
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.
You will need to sign up or login as a registered academic to request inspection copies.
If you are logged in as an academic, then you either aren’t eligible for print inspection copies based on your location or this particular title is no longer available for inspection.
If you need any further information please contact us.