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High Impact Fee Negotiation and Management for Professionals by Ori Wiener

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Generating value with fee structures

      04

We shape our dwellings, thereafter they shape us. (WINSTON CHURCHILL)

The quotation above is just as applicable to fee structures as it is to buildings. Most professionals pay little time or attention to structuring fees. Ironically, crafting a tailored fee structure for an assignment can be one of the most powerful ways to draw the connection between value and price and to bridge an otherwise insurmountable gap between client and service provider. Fee structures influence behaviours during PSF projects and thus can have significant long-term effects. Developing skills in this area can be an invaluable competitive advantage to practitioners as well as their organizations. All the more surprising ...

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