Publisher's Synopsis
In this third book in The Ultimate Consultant series, Alan 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. Moving beyond the old "time plus materials" concept of consulting charges, Value–Based Fees explains how to establish fees based on value delivered to improve the client′s condition. Using interviews, vignettes, and a wealth of practical, hands–on advice, Value–Based Fees reveals how you can:
- Establish your unique value
- Educate clients in how value determines worth and thus, their investment
- Overcome existing clients objections and also find new buyers
- Set fees for non–consulting opportunities such as speaking, products, and more
"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
