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Value–Based Fees: How to Charge––and Ge..., Weiss, Alan
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eBay item number:357205717591
Item specifics
- Condition
- Book Title
- Value–Based Fees: How to Charge––and Get––What You?re Worth (T...
- ISBN
- 0787955116
- EAN
- 9780787955113
- Release Title
- Value–Based Fees: How to Charge––and Get––What You?re Worth (T...
- Artist
- Weiss, Alan
- Brand
- N/A
- Colour
- N/A
About this product
Product Identifiers
Publisher
Wiley & Sons, Incorporated, John
ISBN-10
0787955116
ISBN-13
9780787955113
eBay Product ID (ePID)
1977688
Product Key Features
Number of Pages
224 Pages
Publication Name
Value-Based Fees : How to Charge--And Get--What You're Worth
Language
English
Publication Year
2002
Subject
Consulting
Type
Textbook
Subject Area
Business & Economics
Format
Hardcover
Dimensions
Item Height
0.9 in
Item Weight
21.1 Oz
Item Length
9.6 in
Item Width
7.3 in
Additional Product Features
Intended Audience
Scholarly & Professional
LCCN
2001-004861
Dewey Edition
21
Reviews
"For good measure, he throws in 60 fast ideas to raise fees and/or increase profits." ( MD Daily Record , 3/28/02) "...any consultant starting out will find this book useful." ( Business Information Alert , Volume 15, Number 2)
Illustrated
Yes
Dewey Decimal
001/.068/8
Table Of Content
Introduction.Acknowledgments.CHAPTER 1. The Concept of Fees: Will People Actually Give Me Their Money for My Advice?The Ethical Nature of Capitalism.The Power of MBS: The Mercedes-BenzSyndrome.The Importance of Buyer Commitment,Not Compliance.Critical Steps for Buyer Commitment.The Buoyancy of Brands: How BrandsHelp Fees.Creating Shared Success.Chapter 1 ROI (the Summary).CHAPTER 2. The Lunacy of Time andMaterials Models: Who Wants to Be as Dumb as a Lawyer?Supply and Demand Illogic.Ethical Conflicts of Interest and OtherSmall Matters.Limiting Profits, or Why Not Just ForgetDomani.Why Lawyers and CPAs Do So Poorly.Educating the Buyer Incorrectly.Chapter 2 ROI.CHAPTER 3. The Basics of Value-Based Fees: Its Better to Be an Artist than to Be an Engineer.Focusing on Outcomes Not on Inputs.The Fallacy and Subversive Natureof Deliverables.Quantitative and Qualitative Measuresand Criteria.Measuring the Unmeasurable.Serving the Clients Self-Interest.The Subtle Transformation:Consultant Past to Client Future.Perpetual Motion = Perpetual Progress.Chapter 3 ROI.CHAPTER 4. How to Establish Value-Based Fees: If You Read Only One Chapter . . .Conceptual Agreement: The Foundationof Value.Establishing Your Unique Value.Creating the Good Deal Dynamic.The Incredibly Powerful Choice of Yeses.Some Formulas for the Faint of Heart.Chapter 4 ROI.CHAPTER 5. 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 a Conversion?Abandoning Business.Chapter 5 ROI.CHAPTER 6. The Fine and High Art of UsingRetainers: Its Just the Smarts, Stupid.Optimal Conditions for RetainerArrangements.Choosing Time Frames and CreatingRealistic Expectations.Organizing the Scope and ManagingProjects Within the Retainer.Capitalizing on Retainer Relationships.Aggressively Marketing RetainerRelationships.Chapter 6 ROI.CHAPTER 7. Sixty Ways to Raise Fees and/orIncrease Profits Immediately: Act Today and Also Receive the Bass-o-MaticFree of Charge.The First Fifteen.The Second Fifteen.The Third Fifteen.The Final Fifteen.Chapter 7 ROI.CHAPTER 8. How to Prevent and RebutFee Objections: Since Youve Heard Them All Before,How Can You Not Know the Answers?The Four Fundamental Areas of Resistance.Maintaining the Focus on Value.Boring in on the Subject.Offering Rebates. Utilizing Smack to the Head Comparisons.Ignoring the Competition.Chapter 8 ROI.CHAPTER 9. Setting Fees for Non-ConsultingOpportunities: How to Make Money While You Sleep, Eat,Play, and, Well, Make Money Elsewhere.Keynote Speaking: Dont Charge forYour Spoken Words.Highly Leveraged Practices for Workingwith Bureaus.Products.Other Stuff.Remote Consulting and Its Lucrative Nature.And Now for Some Perspective.Chapter 9 ROI.CHAPTER 10. Fee Progression Strategies: Why You Fall Behind when You Stand Still.Entry-Level Fees.Transition to Going Concern.Transition to Word of Mouth.Transition to Brand Phase.Transition to Ultimate Consultant.The Books ROI: Alans Axiomsfor the Good Deal.APPENDIX A: Questions to Qualify theEconomic Buyer.APPENDIX B: Questions to Establish BusinessObjectives.APPENDIX C: Questions to Establish Measuresof Success.APPENDIX D: Questions to Establish Value.APPENDIX E: Questions to Assess Personal ValueContribution.APPENDIX F: The Difference Between Inputsand Business Outputs.Index.
Synopsis
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., 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., In this third book in The Ultimate Consultant series, Alan 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. Moving beyond the old "time plus materials" concept of consulting charges, Value-Based Fees explains how to establish fees based on value delivered to improve the client's condition. Using interviews, vignettes, and a wealth of practical, hands-on advice, Value-Based Fees reveals how you can: Establish your unique value Educate clients in how value determines worth and thus, their investment Overcome existing clients objections and also find new buyers Set fees for non-consulting opportunities such as speaking, products, and more Praise for Alan Weiss _ The Ultimate Consultant"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
LC Classification Number
HD69.C6W466 2002
Item description from the seller
Seller feedback (300,255)
- d***0 (437)- Feedback left by buyer.Past monthVerified purchaseItem bought: Ocean Ramsey Shark book * Item value for the money 5/5 * Condition matching as advertised 5/5 * Quickly dispatched 5/5 * Arrived on time 5/5 * Shipping cost for this type of item 5/5 * Packaging quality for this item 5/5 * Seller recommendation 5/5 * Communication: NA (not needed as it arrived on time) * Comments: Ty for your business!!
- r***1 (179)- Feedback left by buyer.Past 6 monthsVerified purchaseThe book was exactly as described and arrived quickly. The only problem is a recurring one with this seller and other similar sellers - the book is poorly packaged in a plastic envelope and gets heavily bumped in shipping. I would like to see the books wrapped before shipment, but I understand this can't be done for cost reason. Luckily it isn't an expensive book, and I will continue to purchase basic books from this seller. A+++++
- 4***1 (1640)- Feedback left by buyer.Past monthVerified purchaseBook arrived quickly and is pretty close to "Very Good" description. Value priced and I'm glad I made the purchase as this is an excellent read. However, the book was mailed loose inside an over-sized plastic bag without any protection. Wrapped in a bubble wrap jacket would be a big help. A book can take a beating in USPS transit without some buffer. I can't tell if the bumps and dings were original or occurred in transit. I'd prefer to pay for shipping than have it sent with no protection.
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Seller feedback (300,255)
- d***0 (437)- Feedback left by buyer.Past monthVerified purchaseItem bought: Ocean Ramsey Shark book * Item value for the money 5/5 * Condition matching as advertised 5/5 * Quickly dispatched 5/5 * Arrived on time 5/5 * Shipping cost for this type of item 5/5 * Packaging quality for this item 5/5 * Seller recommendation 5/5 * Communication: NA (not needed as it arrived on time) * Comments: Ty for your business!!
- r***1 (179)- Feedback left by buyer.Past 6 monthsVerified purchaseThe book was exactly as described and arrived quickly. The only problem is a recurring one with this seller and other similar sellers - the book is poorly packaged in a plastic envelope and gets heavily bumped in shipping. I would like to see the books wrapped before shipment, but I understand this can't be done for cost reason. Luckily it isn't an expensive book, and I will continue to purchase basic books from this seller. A+++++
- 4***1 (1640)- Feedback left by buyer.Past monthVerified purchaseBook arrived quickly and is pretty close to "Very Good" description. Value priced and I'm glad I made the purchase as this is an excellent read. However, the book was mailed loose inside an over-sized plastic bag without any protection. Wrapped in a bubble wrap jacket would be a big help. A book can take a beating in USPS transit without some buffer. I can't tell if the bumps and dings were original or occurred in transit. I'd prefer to pay for shipping than have it sent with no protection.