Description
Book SynopsisOri Wiener is a strategic business development consultant and executive coach to senior executives of professional services firms. 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.
Trade Review"One of the very few books that provides pragmatic guidance on how to raise assignment profitability at professional services firms" * Gareth Hughes, EMEA Head of Pricing, LPM and Analytics, Reed Smith *
"This is 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." * Mike Mister, Partner, Moller PSF Group Cambridge *
"Ori has been 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 seeking to navigate this increasing important area." * Stuart J T Dodds, Director, Global Pricing and Legal Project Management, Baker & McKenzie Global Services *
"A thoroughly well-researched and comprehensive book that tackles the difficult issue of how Professional Service Firms and their clients can best negotiate and agree prices. Ori really understands the realities of achieving better fees and better client relationships." * Kevin Doolan, Managing Partner, Møller PSF Group Cambridge *
"In increasingly challenging and competitive markets, this book provides professionals with invaluable guidance in a key - and neglected - area of their relationships with clients." * Anthony Angel, Chairman, 4C Biomed Inc, and former Executive Managing Director EMEA, Standard & Poor’s, and Managing Partner, Linklaters *
"Every partner and professional in a professional services firm should have a copy of this book and read it in detail." * Hartmut Papenthin, Managing Director Operations, CMS Hasche Sigle *
"A 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." * Anne Scoular, Managing Director, Meyler Campbell Coaching *
Table of Contents
- Chapter - 00: Introduction;
- Chapter - 01: What is Different about Buying Professional Services?;
- Chapter - 02: Why Professional Services Firms are Different;
- Chapter - 03: The Challenge of Pricing PSF Work;
- Chapter - 04: Generating Value with Fee Structures;
- Chapter - 05: How to Deal with Procurement — The Importance of Scope;
- Chapter - 06: Raising the Institutional Game;
- Chapter - 07: Preparing for Fee Negotiations;
- Chapter - 08: Critical First Steps — Planning;
- Chapter - 09: How to Raise Your Negotiation Success – Deliver a Credible Opening;
- Chapter - 10: Act 2 – Managing the Flow of Concessions to Capture Value;
- Chapter - 11: Act 3 – Locking in Gains Through Effective Closing;
- Chapter - 12: Creativity – The Ultimate Negotiation Skill;
- Chapter - 13: Negotiating with Style;
- Chapter - 14: The Impact of Culture and Gender;
- Chapter - 15: Having Another Go at Squeezing the Lemon – Advanced Techniques and Approaches;
- Chapter - 16: Managing PSF Project Profitability;
- Chapter - 17: The Impact of Effective Veto and Target Setting – Research Results
