High Impact Fee Negotiation and Management for Professionals
eBook - ePub

High Impact Fee Negotiation and Management for Professionals

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

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  2. ePUB (mobile friendly)
  3. 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

Book details
Table of contents
Citations

About This Book

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.

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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 one million books available in our catalogue for you to explore.

Information

Publisher
Kogan Page
Year
2017
ISBN
9780749477394
Edition
2
Topic
Personal Development
Subtopic
Negotiation

Table of contents

  1. Cover
  2. Title Page
  3. Copyright
  4. Contents
  5. Acknowledgements
  6. Introduction
  7. 01 What is different about buying professional services?
  8. 02 Why professional service firms are different
  9. 03 The challenge of pricing PSF work
  10. 04 Generating value with fee structures
  11. 05 How to deal with procurement: the importance of scope
  12. 06 Raising the institutional game
  13. 07 Preparing for fee negotiations
  14. 08 Critical first steps: planning
  15. 09 How to raise your negotiation success: deliver a credible opening
  16. 10 Act 2: managing the flow of concessions to capture value
  17. 11 Act 3: locking in gains through effective closing
  18. 12 Creativity: the ultimate negotiation skill
  19. 13 Negotiating with style
  20. 14 The impact of culture and gender
  21. 15 Having another go at squeezing the lemon: advanced techniques and approaches
  22. 16 Managing PSF project profitability
  23. 17 The impact of effective veto and target setting: research results
  24. Summary
  25. References
  26. Index
  27. Backcover