Value-Based Fees: How to Charge What You're Worth and Get What You Charge by Alan Weiss
English | September 22, 2021 | ISBN: 1119776929 | 304 pages | MOBI | 2.70 Mb
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 ofValue-Based Fees: How to Charge - and Get - What You're Worth, best-selling author, speaker and renowned consultant Dr. Alan Weiss deliversa thoroughly updated guide toproposing, and receiving,consistently high fees that are based on the value you deliverto each client you serve.
The author walks you through themany reasons that time-and-materials pricing modelsare outdated andinadequate and how to convert existing clients to your new value-based fee model.He also discusses fundamental new developments in consulting, including the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, economicglobalization, 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" dynamicHow to create, capitalize on, andmarket totrusted advisor relationshipsHow to implement feeincreases immediately, prevent and rebut fee objections, create consulting products, and explore lucrative new fields
Perfect fornewcomers to the consulting field as well as time-tested veterans,Value-Based Feesis an indispensable guide for every solo consultant, entrepreneur, and small consulting firm.
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