Alan Weiss – Value Based Fees

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Alan Weiss is the most successful consultant I know. When he speaks, I listen. And you should too. ”

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Alan Weiss – Value Based Fees

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Product description
In this meticulously revised edition of his classic book, Alan Weiss shows how a consultant’s fee depends on only two things: the value provided by the buyer’s perception and the buyer’s and the consultant’s intention to act ethically. Many consultants, however, fail to understand that perceived value is the basis of fees, or that they must translate the importance of their advice into long-term client perceived benefits. Still others lack the courage and belief systems that support the high value provided to clients, thereby reducing fees to a level commensurate with the low self-esteem of the consultant. Ultimately, Weiss says, consultants, not clients, are the main reason for low consulting fees.
On the inside of the damper
Cost-Based Tariffs
When the book Cost Fees was first published in 2002, it quickly became a guide for consultants who need a reliable source to determine how much they should charge their clients for their services.
In this meticulously revised edition of his classic book, Alan Weiss shows how consulting fees depend on only two things: the value provided by the buyer’s perception and the buyer’s and consultant’s intention to act ethically. Many consultants, however, fail to understand that perceived value is the basis of fees, or that they must translate the importance of their advice into long-term client perceived benefits. Still others lack the courage and belief systems that support the high value provided to clients, thereby reducing fees to a level commensurate with the consultant’s low self-esteem. Ultimately, Weiss says, consultants, not clients, are the main reason for low consulting fees.
Filled with the stories of successful consultants, value-based fees clearly illustrate how consultants can educate their clients on how to determine value and subsequent investment. Weiss’s value-based approach to rewards is about establishing win-win dynamics with customers, while at the same time accommodating shoppers’ ego and their belief that “you get what you pay for.”
This second edition contains a proven step-by-step guide to setting cost-based charges. The book contains the latest methods and approaches of Weiss, which cover new technologies, globalization, competition and social change affecting our world today. The new edition contains sample proposals, letters of agreement and other practical tools. It includes
* Updated examples throughout the book
* Current information on ethical issues
* Consulting Scaling Guide
* Fee Formulas for Today’s Market
* New chapters on wealth accumulation and the impact of technology fees.
Cost charges clearly explain how to charge you for your value and get what you stand for, providing non-theoretical, pragmatic advice that will immediately improve any consultant’s practice.
Product Details
* Hardcover: 288 pages
* Publisher: Pfeiffer (new edition, 2008)
* English language
* ISBN-10: 0787955116
* ISBN-13: 978-0787955113
* Product dimensions: 9.3 x 7.3 x 1 inch
Editorial Comments
Overview
“For good measure, he throws in 60 quick ideas to boost royalties and / or increase profits.” (MD Daily Record, 3/28/02)
“… any budding consultant will find this book useful.” (Business Alert Volume 15, Number 2)
Overview
– Alan Weiss is the most successful consultant I know. When he speaks, I listen. And you should too. ”
– George Morrisi, author, Jossy-Bass, Morrisi’s Planning Series
“Alan Weiss learned the real secret of consulting a long time ago: it’s about people, it’s about relationships.”
– William L. Winter, Ph.D., President of the American Press Institute
“This highly readable book, written by one of the experts in the field, provides invaluable advice to 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 – with an unconventional flair and unremitting intelligence, while delivering extraordinary results. The ultimate consultant records every reason I keep calling Alan over and over and over again.”
– Keith T. Darcy, Executive Vice President, IBJ Whitehall Bank & Trust Company
“This book has helped us focus on customer-critical issues such as results, results and long-term value. Alan Weiss has had a tremendous impact on our way of starting a new business.”
– Fredrik Ahlsen, founder of OPENavigators

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