High Impact Fee Negotiation and Management for Professionals: How to Get, Set, and Keep the Fees You're Worth Paperback – 3 Sep 2013
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"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)
Provides an integrated, systematic approach to setting, negotiating and managing higher fees and alternative fee structures for professional services.
Helps professionals turbo-charge their careers by getting on top of the non-technical but nonetheless career-critical skills to improve both client relationships and profitability.
Offers PSF management guidance regarding the most effective support processes and systems needed to encourage greater fee management by their professionals.
Top customer reviews
Too often I have seen advice about how to "get a better deal" but that is hardly relevant in the context of long term and sustainable relationships with clients. What is needed is a really clear framework for fee discussions - I found the Chapters on Preparing for the fee negotiation and how to both open and conclude to be of particular value.
Overall, very readable and covered all the points - I would recommend it to all professionals who have ever had to talk about fees with their clients!
Wiener's book is a concise and highly readable guide to avoiding these pitfalls. His core observation is that fees are not a zero sum game where either you or the client wins. Very often it's possible to create a win-win where the client is happy to pay you more for outcomes that the client views as successful. Your added value translates directly into additional remuneration.
Wiener provides readers with a coherent structure for thinking about how to approach a fee negotiation and how to generate these win-win outcomes. The book has application to a multitude of professional services - any service which is based on the time and expertise of the professional.
As a professional negotiator myself, this book is already becoming a handy refresher and reference point.
It is a high impact guidance in a business environment at a time, when pressures of professional service firms (PSFs) and their professionals get higher and higher.
The author himself is an expert negotiator, PSF consultant and trainer and his input is invaluable, teaching you the skills, tips and techniques you need to deliver outstanding results.
The 'golden triangle' teaches you how to get and keep your fee, to adopt a strategy to enhance the profitability of your services, to structure your fee and about scoping and negotiating.
A standard reference for everyone who wants to be consistently successful.
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