Value-based fees
how to charge--and get--what you're worth : powerful techniques for the successful practitioner
by Alan Weiss
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In this thoroughly revised edition of his classic book, Alan Weiss shows how consulting fees are dependent on only two things: value provided in the perception of the buyer and the intent of the buyer and the consultant to act ethically. Many consultants, however, fail to understand that perceived value is the basis of the fee, or that they must translate the importance of their advice into long-term gains for the client in the client's perception. Still others fail to have the courage and the belief system that support the high value delivered to clients, thereby reducing fees to a level commensurate with the consultant's own low self-esteem. Ultimately, says Weiss, consultants, not clients, are the main cause of low consulting fees.
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Subjects
Business consultants, Fees, Business, Nonfiction| Edition | Availability |
|---|---|
1
Value-based fees: how to charge--and get--what you're worth : a guide for consultants
2008, Jossey-Bass
in English
- 2nd ed.
0470275847 9780470275849
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2
Value-Based Fees
2008, John Wiley & Sons, Ltd.
Electronic resource
in English
0470371471 9780470371473
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3
Value-based fees: how to charge--and get--what you're worth : powerful techniques for the successful practitioner
2002, Jossey-Bass/Pfeiffer
in English
0787955116 9780787955113
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4
Value-Based Fees: How to Chargeand GetWhat You're Worth (The Ultimate Consultant Series)
January 16, 2002, Pfeiffer
Hardcover
in English
0787955116 9780787955113
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zzzz
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Includes index.
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