by Alan Weiss
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| List Price: | $48.00 |
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Product Description
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.
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Average Customer Review:
0 of 0 people found the following review helpful:
 Loved it!, 2008-03-08
Terrific book! Weiss hits the nail on the head about bringing value back to fee opportunities.
0 of 0 people found the following review helpful:
Charging Too Much Or Too Little?, 2007-09-08
By this book an discover the truth.
No matter what you're currently charging or planning to charge you'll get some serious guidance from this book.
4 of 4 people found the following review helpful:
Alan Weiss is a true paradigm in delivering value, 2007-02-06
The word "paradigm" is hackneyed and overused, but it is totally apt for Alan Weiss' approach. Amazon book-world is filled with management titles that are vain efforts of self-promotion thinly disguised as insight and business wisdom. It takes books like this one, and almost anything else that Alan has written, to restore faith in the enterprise of management publishing.
This book is one of the best examples of providing real value: both to the consultant who wants to build a business and his client who wants results in her organisation. It provides a thousand-fold return on time and money spent in reading- and that is just for the consultant. If every managing partner read this book and applied the results, there would be a lot more quality and less quantity in an industry that often makes up in volume what it lacks in value.
I have not met Alan, yet I would guess that he does not have many reservations about self-promotion. It is a testament to his professionalism that he doesn't let ego get in the way of providing useful advice and practical guidance on getting results from a consulting career and delivering real value in a client engagement. There are many of his books packed with honest and effective techniques, and this is one of the best.
5 of 5 people found the following review helpful:
Value Based Fees Greatly Expanded, 2006-12-09
Contrary to another review that says this is a re-hash of old material is absolutely wrong! This book is the best book he has written yet on Mr Weiss's thinking of not only what value based pricing is, but how you figure it out and implement it in your own practice. This is considerably expanded from his book on Million Dollar Consulting. I thought value based pricing was rather simple in that book, but this book expands on and answers all the questions that book created. Well worth the investment and read.
3 of 3 people found the following review helpful:
an important perspective-changing book - well worth it!, 2006-11-09
I'm changing careers to an individual consulting practice in personal productivity, and setting fees has been difficult until I read Alan's book. The ideas presented are big, applicable, and completely changed the way I look at work, value, and rates. I've recommended it to everyone in my network, and they've all found it extremely valuable. It's the only book on the topic I've found that actually gives me tools to change the discussion with clients so that the value of my work (which supports commensurate - and higher - fees) is addressed early on. I wrote a bit more about it on my blog, FYI: "Books, value, fees, and major changes in perspective" - [...] Thanks Alan!
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