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High Impact Fee Negotiation and Management for Professionals by Ori Wiener

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Introduction

Everything is, so to speak, commerce or negotiation in life. (ANTOINE PECQUET, SENIOR FRENCH DIPLOMAT, 1737)

The rising importance of fee management

No skills are as critical to the career of a professional service provider (lawyer, accountant, consultant, etc) as those involved in handling clients. Most professionals are focused on the quality of their ‘technical’ skills and are, at best, ‘blissfully unaware of their incompetence’ in the non-technical areas, especially fee negotiation (Thompson, 2009). This works to their detriment, as for reasons I shall outline in this book, most clients will take quality as a given and will therefore choose professional service providers on the basis of non-technical attributes.

When professionals ...

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