High Impact Fee Negotiation and Management for Professionals: How to Get, Set, and Keep the Fees You're Worth

Ori 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 Moller 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.

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