Value-Based Fees How to Charge What You're Worth and Get What You Charge
Produktdetaljer
Biografisk notat
ALAN WEISS, PHD, the “Rock Star of Consulting,” is one of the world’s most successful solo consultants. A bestselling author and speaker, he runs Summit Consulting Group, Inc., which serves some of the most recognizable brands in the world, including Merck, Hewlett-Packard, GE, and Mercedes-Benz.
The latest edition of the leading guide to consulting engagement pricing, from the “Rock Star of Consulting” Alan Weiss
In the newly revised Third Edition of Value-Based Fees: How to Charge – and Get – What You’re Worth, best-selling 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The author walks you through the many reasons that time-and-materials pricing models are outdated and inadequate and how to convert existing clients to your new value-based fee model.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
- 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.
Introduction
Acknowledgments
About the Author
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CHAPTER 1 The Origins of Value
What People Want Is Not as Important as What They Need
Abundance Agriculture and the Arts
The Abundance Mind-Set
Why Your Presence Isn’t Required
The Importance of Buyer Commitment, Not Compliance
Critical Steps for Buyer Commitment
The Buoyancy of Brands: How Brands Help Fees
Creating Shared Success
Chapter ROI
CHAPTER 2 The Lunacy of Time-and-Materials Models
Who Wants to Be as Dumb as a Lawyer?
Supply-and-Demand Illogic
Ethical Conflicts of Interest and Other Minor Matters
Limiting Profits, or Why Not Just Forget Domani?
Why Lawyers and CPAs Do So Poorly
Educating the Buyer Incorrectly
The Mercedes-Benz Syndrome
Chapter ROI
CHAPTER 3 The Basics of Value-Based Fees
It’s Better to Be an Artist Than to Be an Engineer
Focusing on Outcomes, Not Inputs
The Fallacy and Subversive Nature of “Deliverables”
Quantitative and Qualitative Measures and Criteria
Measuring the Unmeasurable
Serving the Client’s Self-Interest
The Subtle Transformation: Consultant Past to Client Future
Perpetual Motion, Perpetual Progress
Chapter ROI
CHAPTER 4 How to Establish Value-Based Fees
If You Read Only One Chapter . . .
Conceptual Agreement: The Foundation of Value
Establishing Your Unique Value
Creating the “Good Deal” Dynamic
The Incredibly Powerful “Choice of Yeses”
Some Formulas for the Faint of Heart
Chapter ROI
CHAPTER 5 How to Convert Existing Clients
Be Passionate, Not Zealous
The Litmus Test—Setting Priorities
Offering New Value
Finding New Buyers Within Existing Clients
Finding New Circumstances
The Resistance
Abandoning Business
Chapter ROI
Interlude: The Case of the Loaded Loading Dock
CHAPTER 6 The Sublime Nature of Trusted Advisor Relationships
It’s Just the Smarts, Stupid
Optimal Conditions for Trusted Advisor Relationships
Choosing Time Frames and Creating Realistic Expectations
Organizing the Scope and Managing Projects Concurrent with the Retainer
Capitalizing on Trusted Advisor Relationships
Aggressively Marketing trusted advisor Relationships
Chapter ROI
Ethics and Fees, Fees and Ethics: A Mid-Book Practicum
CHAPTER 7 Seventy Ways to Raise Fees and/or Increase Profits Immediately
Act Today and Receive a Second Bass-o-Matic Free of Charge!
Chapter ROI
CHAPTER 8 How to Prevent and Rebut Fee Objections
Since You’ve Heard Them All Before, How Can You Not Know All the Answers?
The Four Fundamental Areas of Resistance
Maintaining the Focus on Value
Boring In on the Subject
Offering Discounts
Full Payment in Advance
Using “Smack to the Head” Comparisons
Chapter ROI
CHAPTER 9 Setting Fees for Everything Else
How to Make Money While You Sleep, Eat, Play, and Make Money Elsewhere
Keynote Speaking: Don’t Charge for Your Spoken Words
Products
Exploring New, Lucrative Fields
And Now for Some Perspective
Chapter ROI
CHAPTER 10 Fee Progression Strategies
Why You Fall Behind When You Stand Still
Entry-Level Fees
Transition to a “Going Concern”
Transition to Peer-Level Referral
Transition to the Brand Phase
Transition to Thought Leader and Icon
Alan’s Axioms for the “Good Deal”
CHAPTER 11 Volatility Opportunity
Value-Based Fees in Times of Turmoil and Crisis
Value Doesn’t Dissipate Due to Distance
We Don’t Have Time, We Don’t Have Money
How Can I Help You?
I Need Your Guidance
APPENDIX A: Questions for Qualifying the Economic Buyer
APPENDIX B: Questions for Establishing Business Objectives
APPENDIX C: Questions for Establishing Measures of Success
APPENDIX D: Questions for Establishing Value
APPENDIX E: Questions for Assessing Personal Value Contribution
APPENDIX F: The Difference Between Inputs and Business Outputs
Index
Learn to get paid what you’re worth with the latest advice from the “Rock Star of Consulting” Alan Weiss
In Value-Based Fees: How to Charge What You’re Worth and Get What You Charge, world-renowned solo consultant and bestselling author Alan Weiss draws on his decades of experience building a leading consulting firm to show you how to transform the way you deliver services to your consulting clients.
Written specifically for boutique firm owners and solo consultants, both novice and professional, the book shows you how to base your prices on the value you deliver to your clients. Urging the abandonment of ineffective and outdated time-and-materials pricing models, the author discusses step-by-step strategies and techniques for implementing value-based pricing in the context of the latest developments in consulting.
You’ll learn how to increase your fees immediately while dealing effectively with objections and pushback, to create consulting products that bring in continuous outcome, and explore expanding and exciting new areas of consulting.
Ideal for solo consultants and practitioners, independent professionals, entrepreneurs, solopreneurs, and anyone else responsible for revenue generation, Value-Based Fees is an invaluable roadmap to getting paid what you’re worth.
The solo consulting industry has experienced dramatic developments that have reshaped the profession. From remote project delivery to the potential to attract a global client base, sole practitioners face challenges and opportunities barely dreamed of a decade ago. One thing that’s remained constant, however, is the importance of setting appropriate and profitable fees. In the completely revised Third Edition of Value-Based Fees, the “Rockstar of Consulting,” Alan Weiss, delivers a practical and effective guide to setting fees based on the value you deliver to your client. You’ll learn to propose, and receive, consistently impressive fees that more accurately reflect your worth than time-and-materials pricing models.
The bestselling author walks you through how to attract new clients using a value-based fee model and how to convert existing clients to your new system. You’ll get step-by-step techniques and strategies you can use to determine the monetary value of your services and how to create a “good deal” dynamic.
The book covers how to create, capitalize on, and market to trusted advisor relationships, avoid and rebut fee objections, create new consulting products, and explore lucrative new fields in the solo consulting space. Value-Based Fees also includes formulas to implement when you’re engaged in collaborative work or subcontracting out a job.
Perfect for new solo consultants as well as veterans of the field, Value-Based Fees, is a must-read resource for every consultant, entrepreneur, and boutique firm seeking to get paid what they’re worth. Let one of the world’s leading solo practitioners show you the blueprint to unlocking your income potential.
Produktdetaljer
Biografisk notat
ALAN WEISS, PHD, the “Rock Star of Consulting,” is one of the world’s most successful solo consultants. A bestselling author and speaker, he runs Summit Consulting Group, Inc., which serves some of the most recognizable brands in the world, including Merck, Hewlett-Packard, GE, and Mercedes-Benz.