A succinct summary of the challenges of pricing
A colleague recently forwarded me this picture summarising the challenges associated with getting PSF pricing right. I don’t know who the original author is but he or she has hit the nail on the head!
The graph focuses on the two most important aspects of pricing – value to the client and the ability of a service provider to differentiate their service offering from the competition.
This is well worth thinking about.
…[this] book is really practical and should be on every partner’s list of must reads. I found it logical, packed full of ideas and challenging. Congratulations – I am telling all my clients about it and it deserves to sell well.
Amazon review
…The book took a daunting subject, broke it down and made it all quite simple and applicable. I highly recommend reading it!! Thank you!!
This book is empowering and truly special. The first thing that strikes you is that it offers detailed advice on a very sensitive issue: the fees you charge, knowing they reflect the value you bring. It is a high impact guidance in a business environment at a time, when pressures of professional service firms (PSFs) and their professionals get higher and higher…A standard reference for everyone who wants to be consistently successful.
Amazon review
…Excellent book. The author really knows what he is talking about. Ori Wiener’s seminars on fee negotiation in Germany and elsewhere are very successful and regularly fully booked – even notoriously sceptical law firms instruct him. I have learned a lot from this book.
Amazon review (translation, originally published on amazon.de)
…Wiener provides readers with a coherent structure for thinking about how to approach a fee negotiation and how to generate these win-win outcomes. The book has application to a multitude of professional services – any service which is based on the time and expertise of the professional.
As a professional negotiator myself, this book is already becoming a handy refresher and reference point.
The book helped me to develop a much more professional view on how to negotiate…All in all, worthwhile reading it.
A very compelling book for professionals wanting to approach fee negotiations with more than a gut feeling. Ori shows both the background and the technicalities of fee negotiations, especially the preparation aspects, very well. The book contains many useful tips and scenarios.
Amazon review
