Publisher Description
In the newly revised Third Edition of Value-Based Fees: How to Charge What You're Worth and Get What You Charge, bestselling author, speaker, and renowned consultant Dr. Alan Weiss delivers a thoroughly updated guide to proposing, and receiving, consistently high fees that are based on the value you deliver to each client you serve.
The author walks you through the many reasons that time-and-materials pricing models are outdated and inadequate and how to convert existing clients to your new value-based fee model. He also discusses fundamental new developments in consulting, including the remote delivery of services, the waning market power of the consulting giants, economic globalization, and the shift from project work to advisory work.
Among the step-by-step techniques and strategies provided in the book, you'll find: how to establish value-based fees, including determining your unique value and creating a "good deal" dynamic; how to create, capitalize on, and market to trusted advisor relationships; and how to implement fee increases immediately, prevent and rebut fee objections, create consulting products, and explore lucrative new fields. Perfect for newcomers to the consulting field as well as time-tested veterans, Value-Based Fees is an indispensable guide for every solo consultant, entrepreneur, and small consulting firm.
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About Alan Weiss
Alan Weiss is one of those rare people who can say he is a consultant, speaker, and author and mean it. His consulting firm, Summit Consulting Group, Inc. has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, State Street Corporation, Times Mirror Group, the Federal Reserve, the New York Times Corporation, and over 500 other leading organizations. His prolific publishing includes over 500 articles and 60 books, including his bestseller, Million Dollar Consulting (McGraw-Hill), currently in its and fifth edition. His books have been on the curricula at a number of major universities, and have been translated into twelve languages. He is the recipient of the Lifetime Achievement Award of the American Press Institute, the first-ever for a non-journalist, and one of only 7 awarded in the 65-year history of the association.