Value-Based Fees (3rd Edition)

How to Charge What You're Worth and Get What You Charge

De: Alan Weiss

Narrado por: Alan Weiss

In the newly revised third edition of Value-Based Fees: How to Charge What You're Worth and Get What You Charge, 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The author walks you through the many reasons that time-and-materials pricing models are outdated and inadequate and how to convert existing clients to your new value-based fee model.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; and 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.

©2021 Alan Weiss (P)2022 Ascent Audio

Helpful to anyone passionate about delivering value

A must-read for anyone who is passionate about delivering value, and pricing in a way that reflects this value.

Like a textbook for consultants

I loved how this book has so much practical advice and content that any consultant could immediately use to shift their business. I’m excited to implement all I’ve learned from this text!

Chris Do Sent Me!

I came in barely knowing about consulting work. I left valuing myself. Alan is a phenomenal storyteller. Can't wait to try out the techniques in his book.

A good read with some useful ideas but has its limitations

I like this book but don’t love it. The plus - it has some really good ideas and the arguments are laid out well. The minuses - there was some stumbling in the reading that should have been edited. Also I just don’t buy that every consultant can value price their services. The book could have used space to talk about how you get to the point where value pricing is realistic. The book wandered off topic for a large part, talking about collecting on late payments . It’s good content but didn’t belong in this book.

Best Part: The Vignettes

It is clear, concise, and easy to understand. I personally enjoy listening to the vignettes which are real life examples. Learning how to implement the value based principles through contextual storytelling is priceless.