Weiss, one of the most widely-renowned independent consultants in the country, shows consultants how to raise their fees in a way that creates a win-win, ‘good deal’ dynamic with clients. Using interviews, vignettes, and a wealth of practical, hands-on advice, Value-Based Fees reveals how readers can establishtheir unique value and educate clients in how value determines worth. Key revisions include updated references and examples throughout the book; expanded sections on ethical issues; new content and guidance on ‘scalable’ consulting; and much more. INDICE: Introduction. Preface to the Second Edition. Acknowledgments. Chapter One: The Concept of Fees: Will People Actually Give Me Their Money for My Advice? The Ethical Nature of Capitalism. The Mercedes-Benz Syndrome. The Importance of Buyer Commitment, Not Compliance. Critical Steps for Buyer Commitment. The Buoyancy of Brands: How Brands Help Fees. Creating Shared Success. Interlude: A Case of Bottom-Line Blindness. Chapter Two: The Lunacy of Time-and-Materials Models: Who Wants to Be as Dumb as a Lawyer? Supply-and-Demand Illogic. Ethical Conflicts of Interest and Other Small Matters. Limiting Profits, or Why Not Just Forget Domani? Why Lawyers and CPAs Do So Poorly. Educating the Buyer Incorrectly. Chapter Three: The Basics of Value-Based Fees: Its Better toBe an Artist Than to Be an Engineer. Focusing on Outcomes, Not Inputs. The Fallacy and Subversive Nature of ‘Deliverables’. Quantitative and Qualitative Measures and Criteria. Measuring the Unmeasurable. Serving the Clients Self-Interest. The Subtle Transformation: Consultant Past to Client Future. Perpetual Motion, Perpetual Progress. Interlude: The Case of the Annoying Accountants. Chapter Four: How to Establish Value-Based Fees: If You Read Only Once Chapter .. Conceptual Agreement: The Foundation of Value. Establishing Your Unique Value. Creating the ‘Good Deal’ Dynamic. The Incredibly Powerful ‘Choice of Yeses’. Some Formulas for the Faint of Heart. Chapter Five: How to Convert Existing Clients: Correcting Your Own Mistakes. Setting Priorities Among Existing Clients. Offering New Value. Finding New Buyers Within Existing Clients. Finding New Circumstances. What If Clients Resist Conversion? Abandoning Business. Interlude: The Case of the Loaded Loading Dock. Chapter Six: The Fine and High Art of Using Retainers: Its Just the Smarts, Stupid. Optimal Conditions for Retainer Arrangements. Choosing Time Frames and Creating Realistic Expectations. Organizing the Scope and Managing Projects Within the Retainer. Capitalizing on Retainer Relationships. Aggressively Marketing Retainer Relationships. Ethics and Fees, Fees and Ethics: A Midbook Practicum. Chapter Seven: Seventy Ways to Raise Fees and/or Increase Profits Immediately: Act Today and Receive the Bass-o-Matic Free of Charge. Interlude: The Case of the Rebounding Retainer. Chapter Eight: How to Prevent and Rebut Fee Objections: Since Youve Heard Them All Before, How Can You Not Know All the Answers? The Four Fundamental Areas of Resistance. Maintaining the Focus on Value. Boring In on the Subject. Offering Discounts. Using ‘Smack to the Head’ Comparisons. Ignoring the Competition. Interlude: The Case of the Perverse Purchasing Agent. Chapter Nine: Setting Fees for Nonconsulting Opportunities: How to Make Money While You Sleep, Eat, Play,and Make Money Elsewhere. Keynote Speaking: Dont Charge for Your Spoken Words. Highly Leveraged Practices for Working with Bureaus. Products. Exploring NewLucrative Fields. And Now for Some Perspective. Chapter Ten: Fee Progression Strategies: Why You Fall Behind When You Stand Still. Entry-Level Fees. Transition to a ‘Going Concern’. Transition to Word-of-Mouth. Transition to the Brand Phase. Transition to the Ultimate Consultant. The Books ROI: Alans Axioms for the ‘Good Deal’. Interlude: The Case of the Fee Feng Shui. Chapter Eleven: Technology and Fees: Greater Wealth in the Brave New World. The Service Enhancement. The Publishing Prerogative. The Remote Consultant. Passive Income. The Bottom Line. Appendix A: Questions for Qualifying the Economic Buyer. Appendix B: Questions for Establishing Business Objectives. Appendix C: Questions for Establishing Measures of Success. Appendix D: Questions for Establishing Value.Appendix E: Questions for Assessing Personal Value Contribution. Appendix F: The Difference Between Inputs and Business Outputs. Index.
- ISBN: 978-0-470-27584-9
- Editorial: John Wiley & Sons
- Encuadernacion: Cartoné
- Páginas: 288
- Fecha Publicación: 10/09/2008
- Nº Volúmenes: 1
- Idioma: Inglés