University of Cebu-Banilad Library

Includes bibliographical references (pages 231-237) and index.

Contents: Introduction -- 01 What is the different about buying professional services -- 02 why professional service firms are different -- 03 The challenge of pricing PSF work -- 04 Generating value with fee structures -- 05 How to deal with procurement - the importance of scopre -- 06 Raising the institutional game -- 07 Preparing for fee negotiations -- 08 Critical first steps: planning -- 09 How to raise your negotiation success: deliver a credible opening -- 10 Act 2: Managing the flow of concessions to capture value -- 11 Act 3: Locking in gains through effective -- 12 Creativity - the ultimate negotiation skill -- 13 Having another go at squeezing the lemon: advanced techniques and approaches -- 14 Managing a PSF project profitability

" 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"--

"With increasing pressure on margins, growing international competition and a rise in tough procurement practices, the pressure on professional service firms (PSFs) 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 this book offers. 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 trainer Ori Wiener's invaluable guide gives you the skills, tips and techniques that have been proven to deliver results"--

Amazon.com P 3,197.40 BSBA-Marketing Management

English