Value-based Fees
Jossey-Bass Inc.,U.S. (Verlag)
978-0-7879-5511-3 (ISBN)
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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: Step-by-step guidance on how to establish value-based fees. How to create the "good deal" dynamic in client relationships. Sixty ways to raise fees and increase profits immediately. How to prevent and rebut fee objections. How to use retainers wisely. How to develop fee progression strategies. How to make money while you sleep, eat, and play! Value-Based Fees clearly explains how to charge for your value-and get-what you're worth, providing the kind of nontheoretical, pragmatic advice that will help to improve any consultant's practice immediately.
Alan Weiss- consultant, speaker, and author of the best-selling The Ultimate Consultant- is the founder and CEO of Summit Consulting Group, Inc. His clients have included Merck, Hewlett-Packard, Coldwell Banker, Merrill Lynch, Mercedes-Benz, and General Electric. He is an adjunct professor in the Graduate School of Business at the University of Rhode Island, where he teaches a course on advanced consulting skills and is a highly sought-after keynote speaker.
Introduction; Acknowledgments; CHAPTER 1. The Concept of Fees: Will People Actually Give Me Their Money for My Advice?; The Ethical Nature of Capitalism; The Power of MBS: 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; Chapter 1 ROI (the Summary); CHAPTER 2. 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 2 ROI; CHAPTER 3. The Basics of Value-Based Fees: It's Better to Be an Artist than to Be an Engineer; Focusing on Outcomes Not on Inputs; The Fallacy and Subversive Nature; of "Deliverables"; Quantitative and Qualitative Measures; and Criteria; Measuring the Unmeasurable; Serving the Client's Self-Interest; The Subtle Transformation: Consultant Past to Client Future; Perpetual Motion = Perpetual Progress; Chapter 3 ROI; CHAPTER 4. How to Establish Value-Based Fees: If You Read Only One 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 4 ROI.CHAPTER 5. 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 a Conversion?; Abandoning Business; Chapter 5 ROI; CHAPTER 6. The Fine and High Art of Using; Retainers: It's 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; Chapter 6 ROI; CHAPTER 7. Sixty Ways to Raise Fees and/or; Increase Profits Immediately: Act Today and Also Receive the Bass-o-Matic; Free of Charge; The First Fifteen; The Second Fifteen.The Third Fifteen; The Final Fifteen; Chapter 7 ROI; CHAPTER 8. How to Prevent and Rebut; Fee Objections: Since You've Heard Them All Before,; How Can You Not Know the Answers?; The Four Fundamental Areas of Resistance; Maintaining the Focus on Value; Boring in on the Subject; Offering Rebates; Utilizing "Smack to the Head" Comparisons; Ignoring the Competition; Chapter 8 ROI; CHAPTER 9. Setting Fees for Non-Consulting; Opportunities: How to Make Money While You Sleep, Eat,; Play, and, Well, Make Money Elsewhere; Keynote Speaking: Don't Charge for; Your Spoken Words; Highly Leveraged Practices for Working; with Bureaus; Products; Other Stuff; Remote Consulting and Its Lucrative Nature; And Now for Some Perspective; Chapter 9 ROI; CHAPTER 10. Fee Progression Strategies: Why You Fall Behind when You Stand Still; Entry-Level Fees; Transition to "Going Concern"; Transition to Word of Mouth; Transition to Brand Phase; Transition to Ultimate Consultant; The Book's ROI: Alan's Axioms; for the "Good Deal"; APPENDIX A: Questions to Qualify the; Economic Buyer; APPENDIX B: Questions to Establish Business; Objectives; APPENDIX C: Questions to Establish Measures; of Success; APPENDIX D: Questions to Establish Value; APPENDIX E: Questions to Assess Personal Value; Contribution; APPENDIX F: The Difference Between Inputs; and Business Outputs; Index
Erscheint lt. Verlag | 4.2.2002 |
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Zusatzinfo | Ill. |
Verlagsort | New York |
Sprache | englisch |
Maße | 185 x 243 mm |
Gewicht | 595 g |
Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Unternehmensführung / Management |
ISBN-10 | 0-7879-5511-6 / 0787955116 |
ISBN-13 | 978-0-7879-5511-3 / 9780787955113 |
Zustand | Neuware |
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