Value-based fees : how to charge--and get--what you're worth : a guide for consultants / Alan Weiss.

Format:

Book

Author/Creator:

Weiss, Alan, 1946-

Series:

Ultimate consultant series.

The ultimate consultant series

Language:

English

Subjects (All):

Business consultants--Fees.

Business consultants.

Genre:

Electronic books.

Physical Description:

1 online resource (288 p.)

Edition:

2nd ed.

Place of Publication:

San Francisco, CA : Pfeiffer, c2008.

Language Note:

English

System Details:

text file

Summary:

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 comm

Contents:

VALUE-BASED FEES: How to Charge-and Get-What You're Worth, Second Edition; About the Author; Contents; Introduction; Preface to the Second Edition; Acknowledgments; Chapter 1: The Concept of Fees; Chapter 2: The Lunacy of Time-and-Materials Models; Chapter 3: The Basics of Value-Based Fees; Chapter 4: How to Establish Value-Based Fees; Chapter 5: How to Convert Existing Clients; Chapter 6: The Fine and High Art of Using Retainers; Chapter 7: Seventy Ways to Raise Fees and/or Increase Profits Immediately; Chapter 8: How to Prevent and Rebut Fee Objections

Chapter 9: Setting Fees for Nonconsulting OpportunitiesChapter 10: Fee Progression Strategies; Chapter 11: Technology and Fees; Appendix A; Appendix B; Appendix C; Appendix D; Appendix E; Appendix F; Index

Notes:

Includes index.

ISBN:

9786611766689

9780470437674

0470437677

9781281766687

1281766682

9780470371473

0470371471

OCLC:

476174609