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High Impact Fee Negotiation and Management for Professionals by Ori Wiener

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What is different about buying professional services?

      01

If you think it’s expensive to hire a professional to do the job, wait until you hire an amateur. (RED ADAIR)

We are seeing a rapid change in many segments of the professional services world. Firms have for some time become more sophisticated and demanding with respect to their suppliers and the last two decades saw this phenomenon spill over into the PSF world. Hitherto quasi sacrosanct professionals are finding themselves treated more and more just like their clients’ other suppliers – and they don’t like it. The greater use of procurement as well as the availability of technology, in particular the internet, has resulted in an unprecedented assault on long-established PSF ...

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