Value-Based Fees: How to Charge What You're Worth and Get What You Charge

The Third Edition of "Value-Based Fees: How to Charge and Get What You're Worth" provides a comprehensive guide to proposing and receiving consistently high fees based on the value delivered to clients. It discusses why time-and-materials pricing models are outdated and inadequate and how to convert existing clients to a value-based fee model. The book also covers fundamental new developments in consulting, such as remote delivery of services, the waning market power of consulting giants, economic globalization, and the shift from project work to advisory work.

Format: Hardback
Length: 304 pages
Publication date: 11 November 2021
Publisher: John Wiley & Sons Inc

The Third Edition of "Value-Based Fees: How to Charge - and Get - What You're Worth," authored by the renowned consultant Dr. Alan Weiss, is a comprehensive guide to achieving consistently high fees based on the value you deliver to your clients. This revised edition provides a thorough update on proposing and receiving value-based fees in the consulting industry.

The author begins by discussing the outdated and inadequate nature of time-and-materials pricing models and guides you on how to transition existing clients to your new value-based fee model. He also delves into fundamental developments in consulting, such as remote service delivery, the diminishing market power of consulting giants, economic globalization, and the shift from project work to advisory work.

Within the book, readers will find a wealth of step-by-step techniques and strategies for establishing value-based fees, including determining their unique value, creating a "good deal" dynamic, building trusted advisor relationships, implementing fee increases effectively, preventing and resolving fee objections, creating consulting products, and exploring lucrative new fields. Whether you are a newcomer to the consulting field or a seasoned veteran, "Value-Based Fees" is an indispensable guide for every solo consultant, entrepreneur, and small consulting firm.

By adopting the principles and practices outlined in this book, consultants can position themselves as trusted advisors, differentiate themselves from competitors, and command higher fees that reflect the true value they bring to their clients. The Third Edition of "Value-Based Fees" is a valuable resource for anyone seeking to thrive in the competitive consulting industry.

Weight: 644g
Dimension: 243 x 197 x 30 (mm)
ISBN-13: 9781119776925
Edition number: 3rd Edition