Value-Based Fees: How to Charge - and Get - What You're Worth / Edition 2

Hardcover (Print)
Used and New from Other Sellers
Used and New from Other Sellers
from $34.05
Usually ships in 1-2 business days
(Save 41%)
Other sellers (Hardcover)
  • All (14) from $34.05   
  • New (11) from $39.87   
  • Used (3) from $34.05   

Overview

Praise for Value-Based Fees

"Many people say they understand value pricing. The undisputed global thought leader on the subject is Alan Weiss. He has personally sold over $100M in value-based fees and personally mentored over 650 consultants—helping them to increase revenue by over $600M. Alan Weiss can help anyone who is prepared to listen."
— Rob Nixon, consultant to the accounting profession, www.robnixon.com

"Alan Weiss's value-based fees approach has transformed my business. I'm more efficient, and my clients get better results. It's a huge win-win."
—Amanda Setili, managing partner, Setili & Associates, LLC

"The implementation of value-based fees caused a significant growth of our revenues and profit. Even more important, following Alan's business modelled to better relationships with our clients and to projects that focus on business outcomes rather than on deliverables."
—Dr. Guido Quelle, managing partner, Mandat GmbH, Dortmund, Germany

"Within 18 months of working with Alan Weiss and reading his book on value-based fees, I achieved over one million dollars in revenue as a solo practitioner, and have grown that revenue in each of the past three years. There is simply no greater ROI."
—Nancy MacKay, Ph.D, president, Inspire Action International Inc., Vancouver, Canada

"Your value-based fees concepts have helped me focus on clients' outcome therefore transforming my ability of turning prospects into clients from 20% to 80%. The impact on my cash flow has dramatically improved as well. Thank you."
—Chad Barr, president, CB Software Systems, Inc. Shaker Heights, Ohio

Read More Show Less

Product Details

  • ISBN-13: 9780470275849
  • Publisher: Wiley
  • Publication date: 9/2/2008
  • Series: The Ultimate Consultant Series
  • Edition description: New Edition
  • Edition number: 2
  • Pages: 288
  • Sales rank: 360,746
  • Product dimensions: 7.30 (w) x 9.30 (h) x 1.00 (d)

Meet 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."

Read More Show Less

Read an Excerpt

Click to read or download

Read More Show Less

Table of Contents

Introduction.

Preface to the Second Edition.

Acknowledgments.

Chapter 1: 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.

Chapter ROI.

Interlude: A Case of Bottom-Line Blindness.

Chapter 2: The Lunacy of Time-and-Materials Models.

Who Wants to Be as Dumb as a Lawyer?

Supply-and-Demand Illogic.

Ethical Confl icts of Interest and Other Small Matters.

Limiting Profi ts, or Why Not Just Forget Domani?

Why Lawyers and CPAs Do So Poorly.

Educating the Buyer Incorrectly.

Chapter ROI.

Chapter 3: 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.

Chapter ROI.

Interlude: The Case of the Annoying Accountants.

Chapter 4: How to Establish Value-Based Fees.

If You Read Only One 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.

Chapter 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 Conversion?

Abandoning Business.

Chapter ROI.

Interlude: The Case of the Loaded Loading Dock.

Chapter 6: 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.

Chapter ROI.

Ethics and Fees, Fees and Ethics: A Midbook Practicum.

Chapter 7: Seventy Ways to Raise Fees and/or Increase Profi ts Immediately.

Act Today and Receive the Bass-o-Matic Free of Charge!

Chapter ROI.

Interlude: The Case of the Rebounding Retainer.

Chapter 8: 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.

Chapter ROI.

Interlude: The Case of the Perverse Purchasing Agent.

Chapter 9: 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.

Chapter ROI.

Chapter 10: Fee Progression Strategies.

Why You Fall Behind When You Stand Still.

Entry-Level Fees.

Transition to a “Going Concern”.

Transition to Word-of-Mouth.

Transition to the Brand Phase.

Transition to the Ultimate Consultant.

The Book’s ROI: Alan’s Axioms for the “Good Deal”.

Interlude: The Case of the Fee Feng Shui.

Chapter 11: Technology and Fees.

Greater Wealth in the Brave New World.

The Service Enhancement.

The Publishing Prerogative.

The Remote Consultant.

Passive Income.

The Bottom Line.

Chapter ROI.

Appendix A: Questions for Qualifying the Economic Buyer.

Appendix B: Questions for Establishing Business Objectives.

Appendix C: Questions for Establishing Measures of Success.

Appendix D: Questions for Establishing Value.

Appendix E: Questions for Assessing Personal Value Contribution.

Appendix F: The Difference Between Inputs and Business Outputs.

Index.

Read More Show Less

Customer Reviews

Average Rating 4.5
( 3 )
Rating Distribution

5 Star

(2)

4 Star

(1)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously
Sort by: Showing all of 3 Customer Reviews
  • Anonymous

    Posted July 1, 2012

    Great book- a must read

    The book by Alan Weiss, is truly another winner! Although had no rating when I bought it, said why not. If you are a consultant or in the process of getting your firm together this is a must have in your library, hand down.

    I found such "real" information and suggestions one can use today, almost overwhelming. I will read this book cover-to-cover twice.

    1 out of 1 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Posted December 12, 2009

    The Only Way for the Consultant to Price

    Alan Weiss' series on the many aspects of consulting are valuable and useful additions to the practicioner's library. Although he has been emphasizing Vlaue-Based Fees for years, many (most) consultants I know continue to focus on hourly-based fees. In many cases this results in obvious one-sided arrangements, such as developing government submissions where years of experience on the part of the consultant, and high value to the client, are traded for a few hours of fees. And it eliminates the question in the client's mind as to what the final project price will really be. In addition, the slower, less efficient consultant is rewarded, while the more efficient / knowledgeable consultant is penalized. While it's a mold that's hard to break out of, Alan outlines several different approaches to do just that and never look back. A must read. Just one new accepted proposal will pay back the investment in time and money exponentially.

    1 out of 1 people found this review helpful.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted July 13, 2009

    A must read for ALL consultants!

    As someone who is actually consulting and doing what he is teaching us to do, it was even more relevant. The right amount of content, structure, personality, anecdotes to keep the reading interesting and the note-taking and highlighting to a minimum. Excellent!!

    Was this review helpful? Yes  No   Report this review
Sort by: Showing all of 3 Customer Reviews

If you find inappropriate content, please report it to Barnes & Noble
Why is this product inappropriate?
Comments (optional)