Value-based Fees
Value-based Fees
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Summary
In today's world of consulting, the large fees charged are no longer the per diem and time plus materials charges, but rather fees based on the value delivered to improve the client's condition. This book reveals how consultants can teach their clients that fees determine value.
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Value-based Fees by Alan Weiss
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.
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)
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, Coldwell Banker, Merrill Lynch, Mercedes-Benz, and General Electric. He is an adjunct professor in the Graduate School of Business at the University of Rhode Island, where he teaches a course on advanced consulting skills and is a highly sought-after keynote speaker.
| SKU | Unavailable |
| ISBN 13 | 9780787955113 |
| ISBN 10 | 0787955116 |
| Title | Value-based Fees |
| Author | Alan Weiss |
| Condition | Unavailable |
| Binding Type | Hardback |
| Publisher | John Wiley & Sons Inc |
| Year published | 2002-01-16 |
| Number of pages | 224 |
| Cover note | Book picture is for illustrative purposes only, actual binding, cover or edition may vary. |
| Note | Unavailable |