How to Raise Your Negotiation Success

Philippa Artus

Description

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.

Informations

• Publié par: seorumer
• Publié le: 16 juillet 2017
• Nombre de lectures: 6
• Langue: English

Extrait

How to Raise Your Negotiation Success 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 thatHigh Impact Fee Negotiation and Management for Professionalsoffers. 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 trainerOri Wiener's invaluable guide gives you the skills, tips and techniques that have been proven to deliver results. Available 3rd January 17 RRP: £29.99 Giving advanced praise for the book,Gareth Hughes, EMEA Head of Pricing, LPM and ISBN: 9780749477387 Analytics, Reed Smithsaid ͞OŶe of the ǀery feǁ ďooks that proǀides pragŵatiĐ guidaŶĐe oŶ hoǁ to raise assigŶŵeŶt profitaďility at professioŶal serǀiĐes firŵs.͟Meanwhile,Mike Mister, Partner, Moller PSF Group Cambridgesaid thatHigh Impact Fee Negotiation and Management for Professionalsis ͞a robust, research-grounded and above all practical guide, mixed with evidence from a seasoned professional in the field. A really useful addition for partners in any professional services firm.͟ Stuart J T Dodds, Director, Global Pricing and Legal Project Management, Baker & McKenzie Global Servicesalso commented that͞Ori has ďeeŶ at the forefront of pricing and negotiation with PSFs for many years. He has a clear passion for, and understanding of, the complexity this area brings. This book will prove an invaluable guide to those seekiŶg to Ŷaǀigate this iŶĐreasiŶg iŵportaŶt area.͟Anne Scoular, Managing Director, Meyler Campbell Coaching states thatHigh Impact Fee Negotiation and Management for Professionals is͞a must-have for any professional serious about managing the dilemma between building relationships and charging appropriate fees. I wish I had read it years ago.͟ About the authors:Ori Wienera strategic business development consultant and executive coach to senior is executives of professional services firms. He is regularly consulted on critical fee negotiations situations as well as delivering high impact fee negotiation and fee management development support. Ori founded GARA Consulting and co-founded the Møller PSF Group Cambridge, one of Europe's leading firms specialising in the support of professional services firms. He previously led global business development and marketing at Linklaters, and worked as an investment banker for S.G. Warburg/UBS and Lehman Brothers in London, New York, Frankfurt, Mexico and other locations. He has a unique combination of perspectives as a fee earner, client, insider and consultant to PSFs. About Kogan Page:Kogan Pageis the leading independentbusiness book publisherof specialistbusiness booksand ĐoŶteŶt ǁith oǀer 700 titles iŶ priŶt. Its authors Đoŵe froŵ soŵe of the ǁorld’s ŵost prestigious aĐadeŵiĐ iŶstitutioŶs, international commercial organisations or professional associations in Leadership, Management, Marketing, Branding, Human Resources, Coaching, Logistics, Entrepreneurship and Careers. Follow@KoganPagefor information about new books and business insights from author experts. For a digital or printed review copy, a by-lined article or to arrange an interview with the author, please contact Philippa Artus:[e-mail] [phone] Gee Street, London, EC1V 3RS, UK | 122 W 27th Street, 10th Floor New York, NY 10001. USA