Author Archives: Ori Wiener
If you want to value bill – you need to start much earlier than you think
If you want to value bill – you need to start much earlier than you think I am often asked by clients how they can raise the share of value billing in their firm. There … Continue reading
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Scissors of death
Presenting at this year’s annual ICAEW Practice conference I was reminded of the phenomenom a partner at one of the Big 4 accounting firms called “the scissors of death”. This was the fact that for … Continue reading
Wishing all a great 2014
2014 is looking to be a good year for professionals as confidence is returning and market activity is picking up. When things are good it is even more important to optimise fee negotiations to build … Continue reading
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The critical impact negotiation skills can have on lawyers
Are you in the water with a dolphin or a shark? A fascinating, recently published piece of research1 demonstrated that up to a third of respondents in three US surveys were potentially at risk … Continue reading
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Dos and don’ts negotiating professional fees
Do go into a negotiation with a positive mindset- it will help you focus on opportunities and help you encourage your counterpart to jointly come up with “win-win” solutions Do be ambitious- setting ambitious and … Continue reading
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The psychology of fee negotiations
Few aspects of a professional’s career, other than technical expertise, have as much of an impact on individual success as those relating to handling clients. Of those, fee negotiation, i.e. the ability to be as … Continue reading
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