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. 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.
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pricing models are outdated and inadequate and how to convert existing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. 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.
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.
