High impact fee negotiation and management for professionals : how to get, set and keep the fees you're worth / Ori Wiener.

Format:

Book

Author/Creator:

Wiener, Ori, author.

Language:

English

Subjects (All):

Professional corporations--Management.

Professional corporations.

Fees, Professional.

Negotiation.

Strategic planning.

Physical Description:

1 online resource (281 pages) : illustrations

Edition:

Second edition.

Place of Publication:

London ; New York : Kogan Page, 2017.

System Details:

Mode of access: World Wide Web.

Summary:

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.

Contents:

<Ul style='padding-top:0;padding-left:0;list-style:none;'><li><ul style='padding-top:0;list-style:none;'><li>Chapter

01: What is different about buying professional services?;</li><li>Chapter

02: Why Professional Services Firms are different;</li><li>Chapter

03: The Challenge of Pricing PSF Work;</li><li>Chapter

04: Generating Value with Fee Structures;</li><li>Chapter

05: How to Deal with Procurement

The Importance of Scope;</li><li>Chapter

06: Raising the Institutional Game;</li><li>Chapter

07: Preparing for Fee Negotiations;</li><li>Chapter

08: Critical First Steps

Planning;</li><li>Chapter

09: How to Raise Your Negotiation Success: Deliver a Credible Opening;</li><li>Chapter

10: Act 2: Managing the Flow of Concessions to Capture Value;</li><li>Chapter

11: Act 3: Locking in Gains Through Effective Closing;</li><li>Chapter

12: Creativity- The Ultimate Negotiation Skill;</li><li>Chapter

13: Impact of Style;</li><li>Chapter

14: Impact of Culture and Gender;</li><li>Chapter

15: Having Another Go at Squeezing the Lemon: Advanced Techniques and Approaches;</li><li>Chapter

16: Managing a PSF project profitability;</li></ul></li></ul>

Notes:

Earlier edition: 2013.

Includes bibliographical references and index.

Description based on print version record.

ISBN:

0-7494-7739-3

OCLC:

972169617