Value-Based Fees: How to Charge What You're Worth and Get What You Charge Weiss Alan

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 The author walks you through the many reasons that time-and-materials pricing models are outdated and inadequate and how to convert existing clients to your new value-based fee model.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

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. 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.