Value-Based Fees: outlet sale How to Charge - and Get - What You're sale Worth outlet sale

Value-Based Fees: outlet sale How to Charge - and Get - What You're sale Worth outlet sale

Value-Based Fees: outlet sale How to Charge - and Get - What You're sale Worth outlet sale
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In this thoroughly revised edition of his classic book, Alan Weiss shows how consulting fees are dependent on only two things: value provided in the perception of the buyer and the intent of the buyer and the consultant to act ethically. Many consultants, however, 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 the 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.

From the Inside Flap

Value-Based Fees

When Value-Based Fees was first published in 2002, it quickly became the go-to book for consultants who needed a reliable resource for determining how much they should charge their clients for their services.

In this thoroughly revised edition of his classic book, Alan Weiss shows how consulting fees are dependent on only two things: value provided in the perception of the buyer and the intent of the buyer and the consultant to act ethically. Many consultants, however, 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 the 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.

Filled with stories of successful consultants, Value-Based Fees clearly illustrates how consultants can educate their clients about value determining worth and consequent investment. Weiss''s value-based fees approach is about establishing a win-win dynamic with clients, while accommodating buyers'' egos and their belief that "you get what you pay for."

This second edition provides proven step-by-step guidance for establishing value-based fees. The book contains Weiss''s latest techniques and approaches, which embrace the new technology, globalization, competition, and societal changes affecting our world today. The new edition contains sample proposals, letters of agreement, and other practical tools. It includes

  • Updated examples throughout the book
  • Current information on ethical issues
  • Guidance on making consulting scalable
  • Fee formulas for today''s marketplace
  • New chapters on building wealth and the implication of technology fees

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

From the Back Cover

Value-Based Fees

When Value-Based Fees was first published in 2002, it quickly became the go-to book for consultants who needed a reliable resource for determining how much they should charge their clients for their services.

In this thoroughly revised edition of his classic book, Alan Weiss shows how consulting fees are dependent on only two things: value provided in the perception of the buyer and the intent of the buyer and the consultant to act ethically. Many consultants, however, 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 the 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.

Filled with stories of successful consultants, Value-Based Fees clearly illustrates how consultants can educate their clients about value determining worth and consequent investment. Weiss''s value-based fees approach is about establishing a win-win dynamic with clients, while accommodating buyers'' egos and their belief that "you get what you pay for."

This second edition provides proven step-by-step guidance for establishing value-based fees. The book contains Weiss''s latest techniques and approaches, which embrace the new technology, globalization, competition, and societal changes affecting our world today. The new edition contains sample proposals, letters of agreement, and other practical tools. It includes

  • Updated examples throughout the book
  • Current information on ethical issues
  • Guidance on making consulting scalable
  • Fee formulas for today''s marketplace
  • New chapters on building wealth and the implication of technology fees

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

About the Author

The Author

Alan Weiss—consultant, speaker, and author of the best-selling The Ultimate Consultant—is the founder and CEO of Summit Consulting Group, Inc. His clients have included Merck, Hewlett-Packard, General Electric, State Street Corporation, and Times Mirror Group. He is a highly sought-after keynote speaker. Success Magazine declared him "A worldwide expert in executive education."

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4.7 out of 54.7 out of 5
84 global ratings

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Top reviews from the United States

Carson
5.0 out of 5 starsVerified Purchase
Great read for any consultant
Reviewed in the United States on January 3, 2020
reading this book has totally changed my approach on billing clients. I highly recommend reading if you are a consultant offering any type of hourly rates
One person found this helpful
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Jo Lena Johnson
5.0 out of 5 starsVerified Purchase
Great info!
Reviewed in the United States on May 15, 2018
This book gave me a lot to think about and consider. It was recommended by a friend and I am grateful. I think most people who run businesses need to evaluate this concept.
One person found this helpful
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CaptRedBeard
3.0 out of 5 starsVerified Purchase
Good concepts, but very verbose and seemingly a repeat of other books by the author
Reviewed in the United States on June 23, 2014
The concepts in this book are good. They make sense for the most part, and are actionable. However, my complaints, as with other books by this author, are the verbosity of the content. What Alan takes 10 pages to describe could easily be boiled down to 10 sentences or less.... See more
The concepts in this book are good. They make sense for the most part, and are actionable. However, my complaints, as with other books by this author, are the verbosity of the content. What Alan takes 10 pages to describe could easily be boiled down to 10 sentences or less. Also, it seems like whole paragraphs are lifted virtually word-for-word right out of his other books. He even uses the same euphemisms over and over in each of his books.

Even with those detractions, however, there is good content to the book and it is worth a read. However, if you''ve read some of the other books by this author, it might be possible to skip this one as the content will seem somewhat repetitive.
18 people found this helpful
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Tmv
4.0 out of 5 starsVerified Purchase
Lots to learn
Reviewed in the United States on June 7, 2013
I purchased this book in January of 2013 and heard Alan speak at the Illinois NSA chapter in March 2013. While I have lots to learn, I started implementing his suggestions into my proposals in March of this year. It is a process but I am finding that I am having a higher... See more
I purchased this book in January of 2013 and heard Alan speak at the Illinois NSA chapter in March 2013. While I have lots to learn, I started implementing his suggestions into my proposals in March of this year. It is a process but I am finding that I am having a higher closing rate. There is no question it can be difficult to educate the client about the focus of achieving the result not the amount of time I spend on achieving the goal. I am dealing with situation now where the client is concerned about the number of contact hours. I keep reiterating that they have access to me whenever you need me when we are working together to achieve the desired agreed upon result(s).
4 people found this helpful
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Feri Lorincz
5.0 out of 5 starsVerified Purchase
Top book and ideas
Reviewed in the United States on May 26, 2019
One of the best book a consultant could read.
One person found this helpful
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Remembering 4 You (dot) Com
5.0 out of 5 starsVerified Purchase
Great book for any coaching business
Reviewed in the United States on October 18, 2012
I purchased this book at the recommendation of my business coach and read it within a matter of 2 days. It is full of tips and recommendation for any small coaching business. Since I recently opened up Remembering4You.com, it was essential that I get the proper information... See more
I purchased this book at the recommendation of my business coach and read it within a matter of 2 days. It is full of tips and recommendation for any small coaching business. Since I recently opened up Remembering4You.com, it was essential that I get the proper information on creating value for my customers and for my services. I highly recommend this book for any small business library or training course.

Dr. Ethelle Lord
info@remembering4you.com
2 people found this helpful
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Jim Grew
5.0 out of 5 starsVerified Purchase
Value Based Fees
Reviewed in the United States on November 11, 2012
Good reference tool for principles that work, but are tricky to learn to apply with each individual client. Helps bridge the gap between general understanding and specific application. Has increased my client satisfaction by forcing clear definition of ojectives, helping... See more
Good reference tool for principles that work, but are tricky to learn to apply with each individual client. Helps bridge the gap between general understanding and specific application. Has increased my client satisfaction by forcing clear definition of ojectives, helping with scoping as well. Has helped me get more clients and do a better job for them (and for me).
Jim Grew
The Business Transition Defogger
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Bmore Customer
4.0 out of 5 starsVerified Purchase
Great encouragement for getting from value creation to value capture
Reviewed in the United States on January 17, 2010
Straightforward and directly applicable to the work of specialized consulting professionals. The underlying philosophy of value [what''s it worth?, to who?, how does that value get exchanged?] has everyday benefit for me. The action lists help turn concept into results, but... See more
Straightforward and directly applicable to the work of specialized consulting professionals. The underlying philosophy of value [what''s it worth?, to who?, how does that value get exchanged?] has everyday benefit for me. The action lists help turn concept into results, but may be overdone in some chapters. Our "ValueDialog[sm]" has improved as a result of Weiss'' wisdom.
3 people found this helpful
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Kai-Owe Kuhlmann
5.0 out of 5 starsVerified Purchase
Ein "Muss" für jeden Coach und Consultant
Reviewed in Germany on December 17, 2017
Wieder einmal ein gelungenes und wertvolles Buch von einem echten Insider der Coaching- und Consultingszene. Hier bekommt man valide Strategien mit auf den Weg, um aus der klassischen "Zeit gegen Geld"-Falle zu gelangen. Prädikat: wertvoll und wertschöpfend
Wieder einmal ein gelungenes und wertvolles Buch von einem echten Insider der Coaching- und Consultingszene. Hier bekommt man valide Strategien mit auf den Weg, um aus der klassischen "Zeit gegen Geld"-Falle zu gelangen. Prädikat: wertvoll und wertschöpfend
One person found this helpful
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Audrey Ple
4.0 out of 5 starsVerified Purchase
Every Consultant Should Read This One!
Reviewed in Canada on November 5, 2013
This is a really good eye opener for any consultant who bills by the hour. I really like the way the chapters end with a concise summary of the chapter contents. The book lays out the fact logically and is an easy read. It has really changed the way I think about my fees...See more
This is a really good eye opener for any consultant who bills by the hour. I really like the way the chapters end with a concise summary of the chapter contents. The book lays out the fact logically and is an easy read. It has really changed the way I think about my fees and the value I bring to a client. What I did not like is the diagrams cannot be read on the Kindle version of the book because they are miniscule. I''d recommend the paper version of the book.
This is a really good eye opener for any consultant who bills by the hour. I really like the way the chapters end with a concise summary of the chapter contents. The book lays out the fact logically and is an easy read. It has really changed the way I think about my fees and the value I bring to a client.

What I did not like is the diagrams cannot be read on the Kindle version of the book because they are miniscule. I''d recommend the paper version of the book.
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McOyster
5.0 out of 5 starsVerified Purchase
Huge Value inside
Reviewed in Germany on November 14, 2018
I dont want to say too much about it, too Mandy Great Secret inside. Amazing. Eye Opening multiple Times. Exzellent.
I dont want to say too much about it, too Mandy Great Secret inside. Amazing. Eye Opening multiple Times. Exzellent.
One person found this helpful
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GoClick
4.0 out of 5 starsVerified Purchase
Excellent, I highly recommend it.
Reviewed in Canada on December 4, 2013
I would recommend this book for anyone who does any kind of consulting work, not just business or management consultants either. I suspect it would be very useful to technology, scientific, and other consultants, maybe even personal trainers.
I would recommend this book for anyone who does any kind of consulting work, not just business or management consultants either. I suspect it would be very useful to technology, scientific, and other consultants, maybe even personal trainers.
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Amazon Customer
4.0 out of 5 starsVerified Purchase
Consulting or Coaching
Reviewed in Australia on April 28, 2017
Allan Weiss knows his topic well. Very well. By just adopting immediately his 3 Option close gave me a major ROI on time and money spent on obtaining and reading the book.
Allan Weiss knows his topic well. Very well. By just adopting immediately his 3 Option close gave me a major ROI on time and money spent on obtaining and reading the book.
One person found this helpful
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Value-Based Fees: outlet sale How to Charge - and Get - What You're sale Worth outlet sale

Value-Based Fees: outlet sale How to Charge - and Get - What You're sale Worth outlet sale

Value-Based Fees: outlet sale How to Charge - and Get - What You're sale Worth outlet sale

Value-Based Fees: outlet sale How to Charge - and Get - What You're sale Worth outlet sale

Value-Based Fees: outlet sale How to Charge - and Get - What You're sale Worth outlet sale

Value-Based Fees: outlet sale How to Charge - and Get - What You're sale Worth outlet sale

Value-Based Fees: outlet sale How to Charge - and Get - What You're sale Worth outlet sale

Value-Based Fees: outlet sale How to Charge - and Get - What You're sale Worth outlet sale

Value-Based Fees: outlet sale How to Charge - and Get - What You're sale Worth outlet sale

Value-Based Fees: outlet sale How to Charge - and Get - What You're sale Worth outlet sale

Value-Based Fees: outlet sale How to Charge - and Get - What You're sale Worth outlet sale

Value-Based Fees: outlet sale How to Charge - and Get - What You're sale Worth outlet sale

Value-Based Fees: outlet sale How to Charge - and Get - What You're sale Worth outlet sale

Value-Based Fees: outlet sale How to Charge - and Get - What You're sale Worth outlet sale