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.
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About 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."
Most Helpful Customer Reviews
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.
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.
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!!