Product Description

Value-Based Fees shows consultants how to easily and adroitly educate clients about value determining worth and consequent investment. Unlike the contingency fees of attorneys, Weiss explains, his technique is about establishing a win-win dynamic with clients, while accommodating buyers' egos that "you get what you pay for."

Filled with stories of successful consultants, sample proposals, letters of agreement, and other practical tools, Value-Based Fees' pragmatic advice includes:

Product Details

• Amazon Sales Rank: #221367 in Books
• Published on: 2002-01-16
• Original language: English
• Number of items: 1
• Binding: Hardcover
• 224 pages

Features

• ISBN13: 9780787955113
• BUY WITH CONFIDENCE, Over one million books sold! 98% Positive feedback. Compare our books, prices and service to the competition. 100% Satisfaction Guaranteed

Review
"For good measure, he throws in 60 fast ideas to raise fees and/or increase profits." (MD Daily Record, 3/28/02)

"...any consultant starting out will find this book useful." (Business Information Alert, Volume 15, Number 2)

Review
"Alan Weiss is the most successful consultant I know. When he speaks, I listen. You should too."
— George Morrisey, author, Jossey-Bass "Morrisey on Planning" series

"Alan Weiss long ago learned the real secret of consulting: It's about people, it's about relationships."
— William L. Winter, Ph.D., president, The American Press Institute

"This highly readable book, written by one of the experts in the field, provides invaluable advice for the aspiring or current management consultant."
— Victor Vroom, professor, Yale School of Management

"Alan Weiss is a consulting genius who attacks problems the way he lives life— with unconventional flair and a relentless intellect while delivering extraordinary results. The Ultimate Consultant captures all the reasons why I continue to call Alan time, and time, and time again."
— Keith T. Darcy, executive vice president, IBJ Whitehall Bank & Trust Company

"This book has helped us increase focus on client matters such as outcomes, results and long term value. Alan Weiss has had a tremendous impact on our way of generating new business."
— Fredrik Alsen, founder, OPENavigators

From the Publisher
"Alan Weiss is the most successful consultant I know. When he speaks, I listen. You should too."
— George Morrisey, author, Jossey-Bass "Morrisey on Planning" series

"Alan Weiss long ago learned the real secret of consulting: It's about people, it's about relationships."
— William L. Winter, Ph.D., president, The American Press Institute

"This highly readable book, written by one of the experts in the field, provides invaluable advice for the aspiring or current management consultant."
— Victor Vroom, professor, Yale School of Management

"Alan Weiss is a consulting genius who attacks problems the way he lives life— with unconventional flair and a relentless intellect while delivering extraordinary results. The Ultimate Consultant captures all the reasons why I continue to call Alan time, and time, and time again."
— Keith T. Darcy, executive vice president, IBJ Whitehall Bank & Trust Company

"This book has helped us increase focus on client matters such as outcomes, results and long term value. Alan Weiss has had a tremendous impact on our way of generating new business."
— Fredrik Alsen, founder, OPENavigators

Customer Reviews

Far Beyond Million Dollar Consulting
While Alan Weiss's eternal best-seller "Million Dollar Consulting" remains the most valuable book overviewing consulting practices, this book takes the reader into the actual mechanics and philosophy of value based fees. The transition will be worth six figures annually, because it's been worth it to me. The single negative review claiming this book repeats "Million Dollar" is far off base as far as I'm concerned (or the reviewer didn't read this book). For example, Value Based Fees deals with converting hourly clients, setting up retainers, combatting the competition's lower fees and a wealth of detail that the more primary book doesn't touch. Get this book today, because you're leaving money on the table every day it's unread.

If you only read one book......
This book is a MUST read not only for those consultants who have to submit proposals but should be required reading for all professions who charge by the hour - YES doctors, opticians, dentists, accountants and lawyers as well!!

This book gives a sound theoretical basis for charging value based fees instead of hourly fees (everyone in the world ONLY has 24 hours in a day so this approach makes absolute sense).

BUT the Coup de Grace is the fourth chapter "If you only read one chapter....." which sets out exactly how to structure value based fee proposals and gives a live example.

I have long been charging value based rather than time based fees but this chapter raised my fees to a new level.

The Holy Grail of Consulting
I enjoy Mr. Weiss' books and presentations, which I find engaging and entertaining. With this book he has given me reasons to confirm my belief that charging a client based on my time and materials used in a project is a problem for both myself AND my client. First I am not true to the client when I bill time just for showing up but not providing any value. Then, how do you compare the value of one who charges $150 for one hour versus the consultant who charges $150 for 2 hours (at $75/hour)? Is one better than the other? Why put the client in a position to make that decision. Basing charges on value (either real or perceived) to the client removes hourly rates from the equation.

Yes, all this is based on having true relationships with your clients and Mr. Weiss goes through many different iterations of working with your clients on finding value, education them on value and providing value. There are lots of quick stories and references to his own consulting engagements, many of which are the same ones used as examples in many of his other books, which he not so subtley sells in this one. But then again it is one of the "Ultimate Consultant" series of books he has recently published.

Enjoyable and educational reading which has brought about many heated conversations with my peer group about rates and charging clients. It should provoke you also.