Value-Based Fees: How to Charge--And Get--What You're Worth : Powerful Techniques for the Successful Practitioner (The Ultimate Consultant Series) - Hardcover

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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.

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In this third book in The Ultimate Consultant series, Alan Weiss-one of the most widely-renowned independent consultants in the country-shows consultants how to raise their fees in a way that creates a win-win, "good deal" dynamic with clients. Moving beyond the old "time plus materials" concept of consulting charges, Value-Based Fees explains how to establish fees based on value delivered to improve the client's condition. Using interviews, vignettes, and a wealth of practical, hands-on advice, Value-Based Fees reveals how you can:

• Establish your unique value
• Educate clients in how value determines worth and thus, their investment
• Overcome existing clients objections and also find new buyers
• Set fees for non-consulting opportunities such as speaking, products, and more

"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

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Consulting fees, says Alan Weiss, are actually dependent on only two things: value provided in the perception of the buyer, and the intent of the buyer and the consultant to do the right thing?to act ethically. Unfortunately, many consultants 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 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.
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 toe develop fee progression strategies
• How to make money while you sleep, eat, and play!