Value-Based Fees: How to Charge--and Get--What You're Worth (The Ultimate Consultant Series)

4.03 avg rating
( 1,100 ratings by Goodreads )
)  
9780787955113: Value-Based Fees: How to Charge--and Get--What You're Worth (The Ultimate Consultant Series)
View all copies of this ISBN edition:
 
 

Value-Based Fees shows consultants how to easily and adroitly educate clients about value determining worth and consequent investment. Unlike the contingency fees of attorneys, Weiss explains, his technique is about establishing a win-win dynamic with clients, while accommodating buyers' egos that "you get what you pay for."

Filled with stories of successful consultants, sample proposals, letters of agreement, and other practical tools, Value-Based Fees' pragmatic advice includes:

  • Step-by-step guidance on how to establish value-based fees
  • How to create the "good deal" dynamic in client relationships
  • Sixty ways to raise fees and increase profits immediately
  • How to prevent and rebut fee objections
  • How to use retainers wisely
  • How to develop fee progression strategies
  • How to make money while you sleep, eat, and play!

Value-Based Fees clearly explains how to charge for your value--and get--what you're worth, providing the kind of nontheoretical, pragmatic advice that will help to improve any consultant's practice immediately.

"synopsis" may belong to another edition of this title.

From the Publisher:

"Alan Weiss is the most successful consultant I know. When he speaks, I listen. You should too."
— George Morrisey, author, Jossey-Bass "Morrisey on Planning" series

"Alan Weiss long ago learned the real secret of consulting: It's about people, it's about relationships."
— William L. Winter, Ph.D., president, The American Press Institute

"This highly readable book, written by one of the experts in the field, provides invaluable advice for the aspiring or current management consultant."
— Victor Vroom, professor, Yale School of Management

"Alan Weiss is a consulting genius who attacks problems the way he lives life— with unconventional flair and a relentless intellect while delivering extraordinary results. The Ultimate Consultant captures all the reasons why I continue to call Alan time, and time, and time again."
— Keith T. Darcy, executive vice president, IBJ Whitehall Bank & Trust Company

"This book has helped us increase focus on client matters such as outcomes, results and long term value. Alan Weiss has had a tremendous impact on our way of generating new business."
— Fredrik Alsen, founder, OPENavigators

From the Inside Flap:

Consulting fees, says Alan Weiss, are actually dependent on only two things: value provided in the perception of the buyer, and the intent of the buyer and the consultant to do the right thing¾to act ethically. Unfortunately, many consultants fail to understand that perceived value is the basis of the fee, or that they must translate the importance of their advice into long-term gains for the client in the client's perception. Still others fail to have the courage and belief system that support the high value delivered to clients, thereby reducing fees to a level commensurate with the consultant's own low self-esteem. Ultimately, says Weiss, consultants, not clients, are the main cause of low consulting fees.
Value-Based Fees shows consultants how to easily and adroitly educate clients about value determining worth and consequent investment. Unlike the contingency fees of attorneys, Weiss explains, his technique is about establishing a win-win dynamic with clients, while accommodating buyers' egos that "you get what you pay for."
Filled with stories of successful consultants, sample proposals, letters of agreement, and other practical tools, Value-Based Fees pragmatic advice includes:

  • Step-by-step guidance on how to establish value-based fees
  • How to create the "good deal" dynamic in client relationships
  • Sixty ways to raise fees and increase profits immediately
  • How to prevent and rebut fee objections
  • How to use retainers wisely
  • How toe develop fee progression strategies
  • How to make money while you sleep, eat, and play!
Value-Based Fees clearly explains how to charge for your value¾and get¾what you're worth, providing the kind of non-theoretical, pragmatic advice that will help to improve any consultant's practice immediately.

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

1.

Weiss, Alan
ISBN 10: 0787955116 ISBN 13: 9780787955113
New Hardcover Quantity Available: 1
Seller:
ABC
(Saint Louis, MO, U.S.A.)

Book Description Hardcover. Condition: Brand New. New. Seller Inventory # DH29pg1906to2205-26243

More information about this seller | Contact this seller

Buy New
US$ 47.00
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

2.

Alan Weiss
ISBN 10: 0787955116 ISBN 13: 9780787955113
New Quantity Available: 1
Seller:
GoldBooks
(Denver, CO, U.S.A.)

Book Description Condition: new. Seller Inventory # think0787955116

More information about this seller | Contact this seller

Buy New
US$ 62.70
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

3.

Weiss, Alan
ISBN 10: 0787955116 ISBN 13: 9780787955113
New Quantity Available: 1
Seller:
BennettBooksLtd
(San Diego, CA, U.S.A.)

Book Description Condition: New. New. Seller Inventory # M-0787955116

More information about this seller | Contact this seller

Buy New
US$ 65.75
Convert currency

Add to Basket

Shipping: US$ 4.95
Within U.S.A.
Destination, rates & speeds

4.

Weiss, Alan
Published by Pfeiffer (2002)
ISBN 10: 0787955116 ISBN 13: 9780787955113
New Hardcover Quantity Available: 1
Seller:
Irish Booksellers
(Portland, ME, U.S.A.)

Book Description Pfeiffer, 2002. Condition: New. book. Seller Inventory # M0787955116

More information about this seller | Contact this seller

Buy New
US$ 59.79
Convert currency

Add to Basket

Shipping: US$ 15.00
Within U.S.A.
Destination, rates & speeds