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.
eBook - ePub
High Impact Fee Negotiation and Management for Professionals
How to Get, Set, and Keep the Fees You're Worth
- English
- ePUB (mobile friendly)
- Available on iOS & Android
eBook - ePub
High Impact Fee Negotiation and Management for Professionals
How to Get, Set, and Keep the Fees You're Worth
About this book
Trusted by 375,005 students
Access to over 1.5 million titles for a fair monthly price.
Study more efficiently using our study tools.
Information
Table of contents
- Cover
- Title Page
- Copyright
- Contents
- Acknowledgements
- Introduction
- 01 What is different about buying professional services?
- 02 Why professional service firms are different
- 03 The challenge of pricing PSF work
- 04 Generating value with fee structures
- 05 How to deal with procurement: the importance of scope
- 06 Raising the institutional game
- 07 Preparing for fee negotiations
- 08 Critical first steps: planning
- 09 How to raise your negotiation success: deliver a credible opening
- 10 Act 2: managing the flow of concessions to capture value
- 11 Act 3: locking in gains through effective closing
- 12 Creativity: the ultimate negotiation skill
- 13 Negotiating with style
- 14 The impact of culture and gender
- 15 Having another go at squeezing the lemon: advanced techniques and approaches
- 16 Managing PSF project profitability
- 17 The impact of effective veto and target setting: research results
- Summary
- References
- Index
- Backcover
Frequently asked questions
Yes, you can cancel anytime from the Subscription tab in your account settings on the Perlego website. Your subscription will stay active until the end of your current billing period. Learn how to cancel your subscription
No, books cannot be downloaded as external files, such as PDFs, for use outside of Perlego. However, you can download books within the Perlego app for offline reading on mobile or tablet. Learn how to download books offline
Perlego offers two plans: Essential and Complete
- Essential is ideal for learners and professionals who enjoy exploring a wide range of subjects. Access the Essential Library with 800,000+ trusted titles and best-sellers across business, personal growth, and the humanities. Includes unlimited reading time and Standard Read Aloud voice.
- Complete: Perfect for advanced learners and researchers needing full, unrestricted access. Unlock 1.5M+ books across hundreds of subjects, including academic and specialized titles. The Complete Plan also includes advanced features like Premium Read Aloud and Research Assistant.
We are an online textbook subscription service, where you can get access to an entire online library for less than the price of a single book per month. With over 1.5 million books across 990+ topics, we’ve got you covered! Learn about our mission
Look out for the read-aloud symbol on your next book to see if you can listen to it. The read-aloud tool reads text aloud for you, highlighting the text as it is being read. You can pause it, speed it up and slow it down. Learn more about Read Aloud
Yes! You can use the Perlego app on both iOS and Android devices to read anytime, anywhere — even offline. Perfect for commutes or when you’re on the go.
Please note we cannot support devices running on iOS 13 and Android 7 or earlier. Learn more about using the app
Please note we cannot support devices running on iOS 13 and Android 7 or earlier. Learn more about using the app
Yes, you can access High Impact Fee Negotiation and Management for Professionals by Ori Wiener in PDF and/or ePUB format, as well as other popular books in Personal Development & Negotiation. We have over 1.5 million books available in our catalogue for you to explore.