{"product_id":"value-based-fees-isbn-9781119776925","title":"Value-Based Fees","description":"\u003cp\u003e\u003cb\u003eThe latest edition of the leading guide to consulting engagement pricing, from the “Rock Star of Consulting” Alan Weiss \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIn the newly revised Third Edition of \u003ci\u003eValue-Based Fees: How to Charge – and Get – What You’re Worth\u003c\/i\u003e, 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. \u003c\/p\u003e \u003cp\u003eThe author walks you through the many reasons that time-and-materials pricing models are outdated and inadequate and how to convert existing clients to your new value-based fee model.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. \u003c\/p\u003e \u003cp\u003eAmong the step-by-step techniques and strategies provided in the book, you’ll find: \u003c\/p\u003e \u003cul\u003e \u003cli\u003eHow to establish value-based fees, including determining your unique value and creating a “good deal” dynamic \u003c\/li\u003e \u003cli\u003eHow to create, capitalize on, and market to trusted advisor relationships \u003c\/li\u003e \u003cli\u003eHow to implement fee increases immediately, prevent and rebut fee objections, create consulting products, and explore lucrative new fields \u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003ePerfect for newcomers to the consulting field as well as time-tested veterans, \u003ci\u003eValue-Based Fees \u003c\/i\u003eis an indispensable guide for every solo consultant, entrepreneur, and small consulting firm. \u003c\/p\u003e \u003cp\u003e \u003c\/p\u003e \u003cp\u003eIntroduction\u003c\/p\u003e \u003cp\u003eAcknowledgments\u003c\/p\u003e \u003cp\u003eAbout the Author\u003c\/p\u003e \u003cp\u003eadd space here\u003c\/p\u003e \u003cp\u003eCHAPTER  1         The Origins of Value\u003c\/p\u003e \u003cp\u003eWhat People Want Is Not as Important as What They Need\u003c\/p\u003e \u003cp\u003eAbundance Agriculture and the Arts\u003c\/p\u003e \u003cp\u003eThe Abundance Mind-Set\u003c\/p\u003e \u003cp\u003eWhy Your Presence Isn’t Required\u003c\/p\u003e \u003cp\u003eThe Importance of Buyer Commitment, Not Compliance\u003c\/p\u003e \u003cp\u003eCritical Steps for Buyer Commitment\u003c\/p\u003e \u003cp\u003eThe Buoyancy of Brands: How Brands Help Fees\u003c\/p\u003e \u003cp\u003eCreating Shared Success\u003c\/p\u003e \u003cp\u003eChapter ROI\u003c\/p\u003e \u003cp\u003eCHAPTER  2         The Lunacy of Time-and-Materials Models\u003c\/p\u003e \u003cp\u003eWho Wants to Be as Dumb as a Lawyer?\u003c\/p\u003e \u003cp\u003eSupply-and-Demand Illogic\u003c\/p\u003e \u003cp\u003eEthical Conflicts of Interest and Other Minor Matters\u003c\/p\u003e \u003cp\u003eLimiting Profits, or Why Not Just Forget Domani?\u003c\/p\u003e \u003cp\u003eWhy Lawyers and CPAs Do So Poorly\u003c\/p\u003e \u003cp\u003eEducating the Buyer Incorrectly\u003c\/p\u003e \u003cp\u003eThe Mercedes-Benz Syndrome   \u003c\/p\u003e \u003cp\u003eChapter ROI\u003c\/p\u003e \u003cp\u003eCHAPTER  3         The Basics of Value-Based Fees\u003c\/p\u003e \u003cp\u003eIt’s Better to Be an Artist Than to Be an Engineer\u003c\/p\u003e \u003cp\u003eFocusing on Outcomes, Not Inputs\u003c\/p\u003e \u003cp\u003eThe Fallacy and Subversive Nature of “Deliverables”\u003c\/p\u003e \u003cp\u003eQuantitative and Qualitative Measures and Criteria\u003c\/p\u003e \u003cp\u003eMeasuring the Unmeasurable\u003c\/p\u003e \u003cp\u003eServing the Client’s Self-Interest\u003c\/p\u003e \u003cp\u003eThe Subtle Transformation: Consultant Past to Client Future\u003c\/p\u003e \u003cp\u003ePerpetual Motion, Perpetual Progress\u003c\/p\u003e \u003cp\u003eChapter ROI\u003c\/p\u003e \u003cp\u003eCHAPTER  4         How to Establish Value-Based Fees\u003c\/p\u003e \u003cp\u003eIf You Read Only One Chapter . . .\u003c\/p\u003e \u003cp\u003eConceptual Agreement: The Foundation of Value\u003c\/p\u003e \u003cp\u003eEstablishing Your Unique Value\u003c\/p\u003e \u003cp\u003eCreating the “Good Deal” Dynamic\u003c\/p\u003e \u003cp\u003eThe Incredibly Powerful “Choice of Yeses”\u003c\/p\u003e \u003cp\u003eSome Formulas for the Faint of Heart\u003c\/p\u003e \u003cp\u003eChapter ROI\u003c\/p\u003e \u003cp\u003eCHAPTER  5         How to Convert Existing Clients\u003c\/p\u003e \u003cp\u003eBe Passionate, Not Zealous\u003c\/p\u003e \u003cp\u003eThe Litmus Test—Setting Priorities\u003c\/p\u003e \u003cp\u003eOffering New Value\u003c\/p\u003e \u003cp\u003eFinding New Buyers Within Existing Clients\u003c\/p\u003e \u003cp\u003eFinding New Circumstances\u003c\/p\u003e \u003cp\u003eThe Resistance\u003c\/p\u003e \u003cp\u003eAbandoning Business\u003c\/p\u003e \u003cp\u003eChapter ROI\u003c\/p\u003e \u003cp\u003eInterlude: The Case of the Loaded Loading Dock\u003c\/p\u003e \u003cp\u003eCHAPTER  6         The Sublime Nature of Trusted Advisor Relationships\u003c\/p\u003e \u003cp\u003eIt’s Just the Smarts, Stupid\u003c\/p\u003e \u003cp\u003eOptimal Conditions for Trusted Advisor Relationships\u003c\/p\u003e \u003cp\u003eChoosing Time Frames and Creating Realistic Expectations\u003c\/p\u003e \u003cp\u003eOrganizing the Scope and Managing Projects Concurrent with the Retainer\u003c\/p\u003e \u003cp\u003eCapitalizing on Trusted Advisor Relationships\u003c\/p\u003e \u003cp\u003eAggressively Marketing trusted advisor Relationships\u003c\/p\u003e \u003cp\u003eChapter ROI\u003c\/p\u003e \u003cp\u003eEthics and Fees, Fees and Ethics: A Mid-Book Practicum\u003c\/p\u003e \u003cp\u003eCHAPTER  7         Seventy Ways to Raise Fees and\/or Increase Profits Immediately\u003c\/p\u003e \u003cp\u003eAct Today and Receive a Second Bass-o-Matic Free of Charge!\u003c\/p\u003e \u003cp\u003eChapter ROI\u003c\/p\u003e \u003cp\u003eCHAPTER  8         How to Prevent and Rebut Fee Objections\u003c\/p\u003e \u003cp\u003eSince You’ve Heard Them All Before, How Can You Not Know All the Answers?\u003c\/p\u003e \u003cp\u003eThe Four Fundamental Areas of Resistance\u003c\/p\u003e \u003cp\u003eMaintaining the Focus on Value\u003c\/p\u003e \u003cp\u003eBoring In on the Subject\u003c\/p\u003e \u003cp\u003eOffering Discounts\u003c\/p\u003e \u003cp\u003eFull Payment in Advance\u003c\/p\u003e \u003cp\u003eUsing “Smack to the Head” Comparisons\u003c\/p\u003e \u003cp\u003eChapter ROI\u003c\/p\u003e \u003cp\u003eCHAPTER  9         Setting Fees for Everything Else\u003c\/p\u003e \u003cp\u003eHow to Make Money While You  Sleep, Eat, Play, and Make Money Elsewhere\u003c\/p\u003e \u003cp\u003eKeynote Speaking: Don’t Charge for Your Spoken Words\u003c\/p\u003e \u003cp\u003eProducts\u003c\/p\u003e \u003cp\u003eExploring New, Lucrative Fields\u003c\/p\u003e \u003cp\u003eAnd Now for Some Perspective\u003c\/p\u003e \u003cp\u003eChapter ROI\u003c\/p\u003e \u003cp\u003eCHAPTER  10      Fee Progression Strategies\u003c\/p\u003e \u003cp\u003eWhy You Fall Behind When You Stand Still\u003c\/p\u003e \u003cp\u003eEntry-Level Fees\u003c\/p\u003e \u003cp\u003eTransition to a “Going Concern”\u003c\/p\u003e \u003cp\u003eTransition to Peer-Level Referral\u003c\/p\u003e \u003cp\u003eTransition to the Brand Phase\u003c\/p\u003e \u003cp\u003eTransition to Thought Leader and Icon\u003c\/p\u003e \u003cp\u003eAlan’s Axioms for the “Good Deal”\u003c\/p\u003e \u003cp\u003eCHAPTER  11      Volatility Opportunity\u003c\/p\u003e \u003cp\u003eValue-Based Fees in Times of Turmoil and Crisis\u003c\/p\u003e \u003cp\u003eValue Doesn’t Dissipate Due to Distance\u003c\/p\u003e \u003cp\u003eWe Don’t Have Time, We Don’t Have Money\u003c\/p\u003e \u003cp\u003eHow Can I Help You?\u003c\/p\u003e \u003cp\u003eI Need Your Guidance\u003c\/p\u003e \u003cp\u003eAPPENDIX A:      Questions for Qualifying the Economic Buyer\u003c\/p\u003e \u003cp\u003eAPPENDIX B:      Questions for Establishing Business Objectives\u003c\/p\u003e \u003cp\u003eAPPENDIX C:      Questions for Establishing Measures of Success\u003c\/p\u003e \u003cp\u003eAPPENDIX D:      Questions for Establishing Value\u003c\/p\u003e \u003cp\u003eAPPENDIX E:       Questions for Assessing Personal Value Contribution\u003c\/p\u003e \u003cp\u003eAPPENDIX F:       The Difference Between Inputs and Business Outputs\u003c\/p\u003e \u003cp\u003eIndex\u003c\/p\u003e \u003cp\u003e\u003cb\u003eALAN WEISS, P\u003csmall\u003eH\u003c\/small\u003eD,\u003c\/b\u003e 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.\u003c\/p\u003e  \u003cp\u003eThe solo consulting industry has experienced dramatic developments that have reshaped the profession. From remote project delivery to the potential to attract a global client base, sole practitioners face challenges and opportunities barely dreamed of a decade ago. One thing that’s remained constant, however, is the importance of setting appropriate and profitable fees. In the completely revised \u003ci\u003eThird Edition of Value-Based Fees,\u003c\/i\u003e the “Rockstar of Consulting,” Alan Weiss, delivers a practical and effective guide to setting fees based on the value you deliver to your client. You’ll learn to propose, and receive, consistently impressive fees that more accurately reflect your worth than time-and-materials pricing models. \u003c\/p\u003e\u003cp\u003eThe bestselling author walks you through how to attract new clients using a value-based fee model and how to convert existing clients to your new system. You’ll get step-by-step techniques and strategies you can use to determine the monetary value of your services and how to create a “good deal” dynamic. \u003c\/p\u003e\u003cp\u003eThe book covers how to create, capitalize on, and market to trusted advisor relationships, avoid and rebut fee objections, create new consulting products, and explore lucrative new fields in the solo consulting space. \u003ci\u003eValue-Based Fees\u003c\/i\u003e also includes formulas to implement when you’re engaged in collaborative work or subcontracting out a job. \u003c\/p\u003e\u003cp\u003ePerfect for new solo consultants as well as veterans of the field, \u003ci\u003eValue-Based Fees,\u003c\/i\u003e is a must-read resource for every consultant, entrepreneur, and boutique firm seeking to get paid what they’re worth. Let one of the world’s leading solo practitioners show you the blueprint to unlocking your income potential.  \u003c\/p\u003e\u003cp\u003e\u003cb\u003eLearn to get paid what you’re worth with the latest advice from the “Rock Star of Consulting” Alan Weiss\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIn \u003ci\u003eValue-Based Fees: How to Charge What You’re Worth and Get What You Charge,\u003c\/i\u003e world-renowned solo consultant and bestselling author Alan Weiss draws on his decades of experience building a leading consulting firm to show you how to transform the way you deliver services to your consulting clients. \u003c\/p\u003e\u003cp\u003eWritten specifically for boutique firm owners and solo consultants, both novice and professional, the book shows you how to base your prices on the value you deliver to your clients. Urging the  abandonment of ineffective and outdated time-and-materials pricing models, the author discusses step-by-step strategies and techniques for implementing value-based pricing in the context of the latest developments in consulting. \u003c\/p\u003e\u003cp\u003eYou’ll learn how to increase your fees immediately while dealing effectively with objections and pushback, to create consulting products that bring in continuous outcome, and explore expanding and exciting new areas of consulting. \u003c\/p\u003e\u003cp\u003eIdeal for solo consultants and practitioners, independent professionals, entrepreneurs, solopreneurs, and anyone else responsible for revenue generation, \u003ci\u003eValue-Based Fees\u003c\/i\u003e is an invaluable roadmap to getting paid what you’re worth.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990444720357,"sku":"NP9781119776925","price":79.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119776925.jpg?v=1761787856","url":"https:\/\/k12savings.com\/products\/value-based-fees-isbn-9781119776925","provider":"K12savings","version":"1.0","type":"link"}