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Value-Based Fees How to Charge - And Get - What You're Worth

ISBN-10: 0470275847
ISBN-13: 9780470275849
Edition: 2nd 2008
Authors: Alan Weiss
List price: $68.50
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Description: Weiss one of the most widely-renowned independent consultants in the country, shows consultants how to raise their fees in a way that creates a win-win, "good deal" dynamic with clients. Using interviews, vignettes, and a wealth of practical,  More...

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Book details

List price: $68.50
Edition: 2nd
Copyright year: 2008
Publisher: John Wiley & Sons, Incorporated
Publication date: 9/2/2008
Binding: Hardcover
Pages: 288
Size: 7.25" wide x 9.50" long x 1.00" tall
Weight: 1.562

Weiss one of the most widely-renowned independent consultants in the country, shows consultants how to raise their fees in a way that creates a win-win, "good deal" dynamic with clients. Using interviews, vignettes, and a wealth of practical, hands-on advice, Value-Based Fees reveals how you can; establish your unique value and educate clients in how value determines worth. Key revisions include updated references and examples throughout the book; expanded sections on ethical issues; new content and guidance on "scalable" consulting; and much more.

Alan Weiss, Ph.D., is president of Summit Consulting Group, former vice president of the international training firm Kepner-Tregoe, and a star on the speakers circuit. He is the author of more than 400 articles and ten books, which include Best Laid Plans, Money Talks, Our Emperors Have No Clothes, and Million-Dollar Consulting. Dr. Weiss resides in East Greenwich, Rhode Island.

Introduction
Preface to the Second Edition
Acknowledgments
The Concept of Fees: Will People Actually Give Me Their Money for My Advice?
The Ethical Nature of Capitalism
The Mercedes-Benz Syndrome
The Importance of Buyer Commitment, Not Compliance
Critical Steps for Buyer Commitment
The Buoyancy of Brands: How Brands Help Fees
Creating Shared Success
Interlude: A Case of Bottom-Line Blindness
The Lunacy of Time-and-Materials Models: Who Wants to Be as Dumb as a Lawyer?
Supply-and-Demand Illogic
Ethical Conflicts of Interest and Other Small Matters
Limiting Profits, or Why Not Just Forget Domani?
Why Lawyers and CPAs Do So Poorly
Educating the Buyer Incorrectly
The Basics of Value-Based Fees: It’s Better to Be an Artist Than to Be an Engineer
Focusing on Outcomes, Not Inputs
The Fallacy and Subversive Nature of "Deliverables"
Quantitative and Qualitative Measures and Criteria
Measuring the Unmeasurable
Serving the Client’s Self-Interest
The Subtle Transformation: Consultant Past to Client Future
Perpetual Motion, Perpetual Progress
Interlude: The Case of the Annoying Accountants
How to Establish Value-Based Fees: If You Read Only Once Chapter . . .
Conceptual Agreement: The Foundation of Value
Establishing Your Unique Value
Creating the "Good Deal" Dynamic
The Incredibly Powerful "Choice of Yeses"
Some Formulas for the Faint of Heart
How to Convert Existing Clients: Correcting Your Own Mistakes
Setting Priorities Among Existing Clients
Offering New Value
Finding New Buyers Within Existing Clients
Finding New Circumstances
What If Clients Resist Conversion?
Abandoning Business
Interlude: The Case of the Loaded Loading Dock
The Fine and High Art of Using Retainers: It’s Just the Smarts, Stupid
Optimal Conditions for Retainer Arrangements
Choosing Time Frames and Creating Realistic Expectations
Organizing the Scope and Managing Projects Within the Retainer
Capitalizing on Retainer Relationships
Aggressively Marketing Retainer Relationships
Ethics and Fees, Fees and Ethics: A Midbook Practicum
Seventy Ways to Raise Fees and/or Increase Profits Immediately: Act Today and Receive the Bass-o-Matic Free of Charge
Interlude: The Case of the Rebounding Retainer
How to Prevent and Rebut Fee Objections: Since You’ve Heard Them All Before, How Can You Not Know All the Answers?
The Four Fundamental Areas of Resistance
Maintaining the Focus on Value
Boring In on the Subject
Offering Discounts
Using "Smack to the Head" Comparisons
Ignoring the Competition
Interlude: The Case of the Perverse Purchasing Agent
Setting Fees for Nonconsulting Opportunities: How to Make Money While You Sleep, Eat, Play, and Make Money Elsewhere
Keynote Speaking: Don’t Charge for Your Spoken Words
Highly Leveraged Practices for Working with Bureaus
Products
Exploring New Lucrative Fields
And Now for Some Perspective
Chap

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