High impact fee negotiation and management for professionals: how to get, set, and keep the fees you're worth
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
London
Kogan Page
2013
|
| Ausgabe: | First published |
| Schlagworte: | |
| Online-Zugang: | TUM01 Volltext |
| Beschreibung: | 1 Online-Ressource |
| ISBN: | 9780749467708 0749467703 1299794815 9781299794818 |
Internformat
MARC
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| 505 | 8 | |a "With increasing pressure on margins, growing international competition and a rise in tough procurement practices, the pressure on professional service firms has never been higher. This book teaches lawyers, accountants and other professionals how to apply a powerful, consistent approach ensuring that the setting, getting and keeping the price works in their favor. Ori Wiener explains how to develop a strategy to enhance the profitability of engagements through pricing, fee structuring, scoping, and negotiating, as well as the steps to take to embed supporting processes and the appropriate culture. Offering the skills, tips and techniques that will work in the professional services industry, his book covers the specific contexts and issues faced by law, accounting, consulting and coaching firms"-- | |
| 505 | 8 | |a Cover; Title Page; Copyright; Contents; Acknowledgements; Introduction; The rising importance of fee management; Joining the dots -- the 'golden triangle'; The world of PSFs is changing; Structure of the book; 01. What is different about buying professional services?; The implications for fee management and fee negotiation; 02. Why professional service firms are different; What are professional service firms?; Why professional service fees are different; Challenges of pricing a service; Impact and importance of strategy, market position and business development | |
| 505 | 8 | |a Navigating the golden triangle for greater profitability 03. The challenge of pricing PSF work; The basic challenge of pricing PSF work -- intangibility; Theory of value/price; Determining value; Moving from value to price; Pricing as a jigsaw puzzle; 04. Generating value with fee structures; The structure menu; The persistence of time-based rates; 05. How to deal with procurement -- the importance of scope; Is procurement really the enemy?; Understanding procurement; Dealing with procurement -- effective counter-tactics; Why scope matters; Scope management techniques | |
| 505 | 8 | |a 06. Raising the institutional game Key elements; Motivation; 07. Preparing for fee negotiations; General mindset; Assumptions and inner saboteurs; When to negotiate; 08. Critical first steps: planning; Understanding all relevant issues and influencing factors; Determining potential negotiation items -- clarifying what can be negotiated; Pre-negotiation activities; Information gathering and information strategy; Veto setting; Target setting; Importance of ambition; 09. How to raise your negotiation success: deliver a credible opening; Structure of a negotiation; Act 1: Finding the gap | |
| 505 | 8 | |a 10. Act 2: Managing the flow of concessions to capture valueThe rules; 11. Act 3: Locking in gains through effective closing; Techniques; 12. Creativity -- the ultimate negotiation skill; Benefits of using creativity; Barriers to creative negotiation; Sources of creativity; Methods and techniques to facilitate creativity; 13. Having another go at squeezing the lemon: advanced techniques and approaches; Manipulative Tactics; Advanced techniques; 14. Managing a PSF project profitability; The second golden triangle; Manage the client; Manage the timetable; Manage the team; Manage yourself; Manage the process Applying the RULES of PSF projects; Summary; Change is upon professional services firms; Change is hard but easier than it at first appears; References; Index; Back Cover | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Management |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Development / Business Development |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Industrial Management |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Management Science |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Organizational Behavior |2 bisacsh | |
| 650 | 7 | |a Consultants / Fees |2 fast | |
| 650 | 7 | |a Fees, Professional |2 fast | |
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| 650 | 4 | |a Fees, Professional | |
| 650 | 4 | |a Consultants |x Fees | |
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Datensatz im Suchindex
| _version_ | 1804174956456574976 |
|---|---|
| any_adam_object | |
| author | Wiener, Ori |
| author_facet | Wiener, Ori |
| author_role | aut |
| author_sort | Wiener, Ori |
| author_variant | o w ow |
| building | Verbundindex |
| bvnumber | BV042742824 |
| collection | ZDB-4-NLEBK |
| contents | "With increasing pressure on margins, growing international competition and a rise in tough procurement practices, the pressure on professional service firms has never been higher. This book teaches lawyers, accountants and other professionals how to apply a powerful, consistent approach ensuring that the setting, getting and keeping the price works in their favor. Ori Wiener explains how to develop a strategy to enhance the profitability of engagements through pricing, fee structuring, scoping, and negotiating, as well as the steps to take to embed supporting processes and the appropriate culture. Offering the skills, tips and techniques that will work in the professional services industry, his book covers the specific contexts and issues faced by law, accounting, consulting and coaching firms"-- Cover; Title Page; Copyright; Contents; Acknowledgements; Introduction; The rising importance of fee management; Joining the dots -- the 'golden triangle'; The world of PSFs is changing; Structure of the book; 01. What is different about buying professional services?; The implications for fee management and fee negotiation; 02. Why professional service firms are different; What are professional service firms?; Why professional service fees are different; Challenges of pricing a service; Impact and importance of strategy, market position and business development Navigating the golden triangle for greater profitability 03. The challenge of pricing PSF work; The basic challenge of pricing PSF work -- intangibility; Theory of value/price; Determining value; Moving from value to price; Pricing as a jigsaw puzzle; 04. Generating value with fee structures; The structure menu; The persistence of time-based rates; 05. How to deal with procurement -- the importance of scope; Is procurement really the enemy?; Understanding procurement; Dealing with procurement -- effective counter-tactics; Why scope matters; Scope management techniques 06. Raising the institutional game Key elements; Motivation; 07. Preparing for fee negotiations; General mindset; Assumptions and inner saboteurs; When to negotiate; 08. Critical first steps: planning; Understanding all relevant issues and influencing factors; Determining potential negotiation items -- clarifying what can be negotiated; Pre-negotiation activities; Information gathering and information strategy; Veto setting; Target setting; Importance of ambition; 09. How to raise your negotiation success: deliver a credible opening; Structure of a negotiation; Act 1: Finding the gap 10. Act 2: Managing the flow of concessions to capture valueThe rules; 11. Act 3: Locking in gains through effective closing; Techniques; 12. Creativity -- the ultimate negotiation skill; Benefits of using creativity; Barriers to creative negotiation; Sources of creativity; Methods and techniques to facilitate creativity; 13. Having another go at squeezing the lemon: advanced techniques and approaches; Manipulative Tactics; Advanced techniques; 14. Managing a PSF project profitability; The second golden triangle; Manage the client; Manage the timetable; Manage the team; Manage yourself; Manage the process Applying the RULES of PSF projects; Summary; Change is upon professional services firms; Change is hard but easier than it at first appears; References; Index; Back Cover |
| ctrlnum | (ZDB-4-NLEBK)632727 (OCoLC)856932897 (DE-599)BVBBV042742824 |
| dewey-full | 658.15/224 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.15/224 |
| dewey-search | 658.15/224 |
| dewey-sort | 3658.15 3224 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | First published |
| format | Electronic eBook |
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| id | DE-604.BV042742824 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-10T07:08:38Z |
| institution | BVB |
| isbn | 9780749467708 0749467703 1299794815 9781299794818 |
| language | English |
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| publisher | Kogan Page |
| record_format | marc |
| spelling | Wiener, Ori Verfasser aut High impact fee negotiation and management for professionals how to get, set, and keep the fees you're worth Ori Wiener First published London Kogan Page 2013 1 Online-Ressource txt rdacontent c rdamedia cr rdacarrier "With increasing pressure on margins, growing international competition and a rise in tough procurement practices, the pressure on professional service firms has never been higher. This book teaches lawyers, accountants and other professionals how to apply a powerful, consistent approach ensuring that the setting, getting and keeping the price works in their favor. Ori Wiener explains how to develop a strategy to enhance the profitability of engagements through pricing, fee structuring, scoping, and negotiating, as well as the steps to take to embed supporting processes and the appropriate culture. Offering the skills, tips and techniques that will work in the professional services industry, his book covers the specific contexts and issues faced by law, accounting, consulting and coaching firms"-- Cover; Title Page; Copyright; Contents; Acknowledgements; Introduction; The rising importance of fee management; Joining the dots -- the 'golden triangle'; The world of PSFs is changing; Structure of the book; 01. What is different about buying professional services?; The implications for fee management and fee negotiation; 02. Why professional service firms are different; What are professional service firms?; Why professional service fees are different; Challenges of pricing a service; Impact and importance of strategy, market position and business development Navigating the golden triangle for greater profitability 03. The challenge of pricing PSF work; The basic challenge of pricing PSF work -- intangibility; Theory of value/price; Determining value; Moving from value to price; Pricing as a jigsaw puzzle; 04. Generating value with fee structures; The structure menu; The persistence of time-based rates; 05. How to deal with procurement -- the importance of scope; Is procurement really the enemy?; Understanding procurement; Dealing with procurement -- effective counter-tactics; Why scope matters; Scope management techniques 06. Raising the institutional game Key elements; Motivation; 07. Preparing for fee negotiations; General mindset; Assumptions and inner saboteurs; When to negotiate; 08. Critical first steps: planning; Understanding all relevant issues and influencing factors; Determining potential negotiation items -- clarifying what can be negotiated; Pre-negotiation activities; Information gathering and information strategy; Veto setting; Target setting; Importance of ambition; 09. How to raise your negotiation success: deliver a credible opening; Structure of a negotiation; Act 1: Finding the gap 10. Act 2: Managing the flow of concessions to capture valueThe rules; 11. Act 3: Locking in gains through effective closing; Techniques; 12. Creativity -- the ultimate negotiation skill; Benefits of using creativity; Barriers to creative negotiation; Sources of creativity; Methods and techniques to facilitate creativity; 13. Having another go at squeezing the lemon: advanced techniques and approaches; Manipulative Tactics; Advanced techniques; 14. Managing a PSF project profitability; The second golden triangle; Manage the client; Manage the timetable; Manage the team; Manage yourself; Manage the process Applying the RULES of PSF projects; Summary; Change is upon professional services firms; Change is hard but easier than it at first appears; References; Index; Back Cover BUSINESS & ECONOMICS / Management bisacsh BUSINESS & ECONOMICS / Development / Business Development bisacsh BUSINESS & ECONOMICS / Industrial Management bisacsh BUSINESS & ECONOMICS / Management Science bisacsh BUSINESS & ECONOMICS / Organizational Behavior bisacsh Consultants / Fees fast Fees, Professional fast Wirtschaft Fees, Professional Consultants Fees Erscheint auch als Druck-Ausgabe, Paperback 978-0-7494-6769-2 Erscheint auch als Druck-Ausgabe, Paperback 0-7494-6769-X http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=632727 Aggregator Volltext |
| spellingShingle | Wiener, Ori High impact fee negotiation and management for professionals how to get, set, and keep the fees you're worth "With increasing pressure on margins, growing international competition and a rise in tough procurement practices, the pressure on professional service firms has never been higher. This book teaches lawyers, accountants and other professionals how to apply a powerful, consistent approach ensuring that the setting, getting and keeping the price works in their favor. Ori Wiener explains how to develop a strategy to enhance the profitability of engagements through pricing, fee structuring, scoping, and negotiating, as well as the steps to take to embed supporting processes and the appropriate culture. Offering the skills, tips and techniques that will work in the professional services industry, his book covers the specific contexts and issues faced by law, accounting, consulting and coaching firms"-- Cover; Title Page; Copyright; Contents; Acknowledgements; Introduction; The rising importance of fee management; Joining the dots -- the 'golden triangle'; The world of PSFs is changing; Structure of the book; 01. What is different about buying professional services?; The implications for fee management and fee negotiation; 02. Why professional service firms are different; What are professional service firms?; Why professional service fees are different; Challenges of pricing a service; Impact and importance of strategy, market position and business development Navigating the golden triangle for greater profitability 03. The challenge of pricing PSF work; The basic challenge of pricing PSF work -- intangibility; Theory of value/price; Determining value; Moving from value to price; Pricing as a jigsaw puzzle; 04. Generating value with fee structures; The structure menu; The persistence of time-based rates; 05. How to deal with procurement -- the importance of scope; Is procurement really the enemy?; Understanding procurement; Dealing with procurement -- effective counter-tactics; Why scope matters; Scope management techniques 06. Raising the institutional game Key elements; Motivation; 07. Preparing for fee negotiations; General mindset; Assumptions and inner saboteurs; When to negotiate; 08. Critical first steps: planning; Understanding all relevant issues and influencing factors; Determining potential negotiation items -- clarifying what can be negotiated; Pre-negotiation activities; Information gathering and information strategy; Veto setting; Target setting; Importance of ambition; 09. How to raise your negotiation success: deliver a credible opening; Structure of a negotiation; Act 1: Finding the gap 10. Act 2: Managing the flow of concessions to capture valueThe rules; 11. Act 3: Locking in gains through effective closing; Techniques; 12. Creativity -- the ultimate negotiation skill; Benefits of using creativity; Barriers to creative negotiation; Sources of creativity; Methods and techniques to facilitate creativity; 13. Having another go at squeezing the lemon: advanced techniques and approaches; Manipulative Tactics; Advanced techniques; 14. Managing a PSF project profitability; The second golden triangle; Manage the client; Manage the timetable; Manage the team; Manage yourself; Manage the process Applying the RULES of PSF projects; Summary; Change is upon professional services firms; Change is hard but easier than it at first appears; References; Index; Back Cover BUSINESS & ECONOMICS / Management bisacsh BUSINESS & ECONOMICS / Development / Business Development bisacsh BUSINESS & ECONOMICS / Industrial Management bisacsh BUSINESS & ECONOMICS / Management Science bisacsh BUSINESS & ECONOMICS / Organizational Behavior bisacsh Consultants / Fees fast Fees, Professional fast Wirtschaft Fees, Professional Consultants Fees |
| title | High impact fee negotiation and management for professionals how to get, set, and keep the fees you're worth |
| title_auth | High impact fee negotiation and management for professionals how to get, set, and keep the fees you're worth |
| title_exact_search | High impact fee negotiation and management for professionals how to get, set, and keep the fees you're worth |
| title_full | High impact fee negotiation and management for professionals how to get, set, and keep the fees you're worth Ori Wiener |
| title_fullStr | High impact fee negotiation and management for professionals how to get, set, and keep the fees you're worth Ori Wiener |
| title_full_unstemmed | High impact fee negotiation and management for professionals how to get, set, and keep the fees you're worth Ori Wiener |
| title_short | High impact fee negotiation and management for professionals |
| title_sort | high impact fee negotiation and management for professionals how to get set and keep the fees you re worth |
| title_sub | how to get, set, and keep the fees you're worth |
| topic | BUSINESS & ECONOMICS / Management bisacsh BUSINESS & ECONOMICS / Development / Business Development bisacsh BUSINESS & ECONOMICS / Industrial Management bisacsh BUSINESS & ECONOMICS / Management Science bisacsh BUSINESS & ECONOMICS / Organizational Behavior bisacsh Consultants / Fees fast Fees, Professional fast Wirtschaft Fees, Professional Consultants Fees |
| topic_facet | BUSINESS & ECONOMICS / Management BUSINESS & ECONOMICS / Development / Business Development BUSINESS & ECONOMICS / Industrial Management BUSINESS & ECONOMICS / Management Science BUSINESS & ECONOMICS / Organizational Behavior Consultants / Fees Fees, Professional Wirtschaft Consultants Fees |
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