Tag Archives: mission creep
The role of scope
One of the best kept secrets of PSF economics is that the vast majority of PSFs lose more profit when working on an assignment than when having to pitch for one. No matter how well … Continue reading
…[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.
Jeremy Cassell (co-author of Brilliant Selling, Europe’s best selling sales book)
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!!
Amazon review
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.
C. Rimensberger
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.
Markus Hartung
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.
Amazon review
The book helped me to develop a much more professional view on how to negotiate…All in all, worthwhile reading it.
Amazon review
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.
Dr. Friedrich Blase
Amazon review