Value-Based Fees: How to Charge What You're Worth and Get What You Charge, 3rd Edition

  • 4h 24m
  • Alan Weiss
  • John Wiley & Sons (US)
  • 2021

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The author walks you through the many reasons that time-and-materials pricing models are outdated and inadequate and how to convert existing clients to your new value-based fee model.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.

About the Author

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.

In this Book

  • Introduction to the First Edition
  • Introduction to the Third Edition
  • The Origins of Value—What People Want is Not as Important as What They Need
  • The Lunacy of Time-and-Materials Models—Who Wants to Be as Dumb as a Lawyer?
  • The Basics of Value-Based Fees—It's Better to Be an Artist than to Be an Engineer
  • How to Establish Value-Based Fees—If You Read Only One Chapter …
  • How to Convert Existing Clients—Be Passionate, Not Zealous
  • Ethics and Fees, Fees and Ethics—A Mid-Book Practicum
  • The Sublime Nature of Trusted Advisor Relationships—It's the Smarts, Stupid
  • Seventy Ways to Raise Fees and/or Increase Profits Immediately—Act Today and Receive a Second Bass-o-Matic Free of Charge!
  • How to Prevent and Rebut Fee Objections—Since You've Heard Them All Before, How Can You Not Know All the Answers?
  • Setting Fees for Everything Else—How to Make Money While You Sleep, Eat, Play, and Make Money Elsewhere
  • Fee Progression Strategies—Why You Fall behind When You Stand Still
  • Volatility Opportunity—Value-Based Fees in Times of Turmoil and Crisis
  • Notes