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.
Ori Wiener is a strategic business development consultant and executive coach whose unique perspective on professional service firms is the result of having been client, insider and consultant to PSF firms. He worked as an investment banker for 16 years before becoming the global head of business development and interim director of marketing for a leading global law firm. He co-founded the Møller PSF Group, one of Europe's leading PSF consultancy groups in 2009, as well as GARA Consulting in 2008.
His professional focus is on PSF strategy, business development and relationship management issues and all aspects relating to fee management, i.e. pricing, negotiating and managing PSF fee agreements.
Ori's first book "High Impact Fee Negotiation and Management for Professionals" was written specifically to help professionals and their firms address some of the biggest and most critical business challenges encountered on a daily basis.
Ori Wiener was educated in Germany and the UK. He read Biochemistry at Oxford University, holds an MBA from the London Business School and is accredited as an Executive Coach with the WABC. He is based in Frankfurt but travels extensively in the course of working with his clients.