Alan Weiss – Value Based Fees
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Author: Alan Weiss
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Product Description
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.
From the Inside Flap
Value-Based Fees
When Value-Based Fees was first published in 2002, it quickly became the go-to book for consultants who needed a reliable resource for determining how much they should charge their clients for their services.
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.
Filled with stories of successful consultants, Value-Based Fees clearly illustrates how consultants can educate their clients about value determining worth and consequent investment. Weiss’s value-based fees approach is about establishing a win-win dynamic with clients, while accommodating buyers’ egos and their belief that “you get what you pay for.”
This second edition provides proven step-by-step guidance for establishing value-based fees. The book contains Weiss’s latest techniques and approaches, which embrace the new technology, globalization, competition, and societal changes affecting our world today. The new edition contains sample proposals, letters of agreement, and other practical tools. It includes
* Updated examples throughout the book
* Current information on ethical issues
* Guidance on making consulting scalable
* Fee formulas for today’s marketplace
* New chapters on building wealth and the implication of technology fees
Value-Based Fees clearly explains how to charge for your value and get what you’re worth, providing nontheoretical, pragmatic advice that will help to improve any consultant’s practice immediately.
Product Details
* Hardcover: 288 pages
* Publisher: Pfeiffer (NEW Edition, 2008)
* Language: English
* ISBN-10: 0787955116
* ISBN-13: 978-0787955113
* Product Dimensions: 9.3 x 7.3 x 1 inches
Editorial Reviews
Review
“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)
Review
“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
“This book has helped us increase focus on client matters such as outcomes, results and long term value. Alan Weiss has had a tremendous impact on our way of generating new business.”
— Fredrik Alsen, founder, OPENavigators

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