Value Based Fees

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Value Based Fees by Alan Weiss

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Product description
In this meticulously revised edition of his classic book, Alan Weiss shows how consulting fees depend on only two things: the value provided in the buyer’s perception and the buyer’s and consultant’s intention to act ethically. Many consultants, however, fail to understand that perceived value is the basis of fees, or that they must translate the importance of their advice into long-term client perceived benefits. Still others lack the courage and belief systems that support the high value provided to clients, thereby reducing fees to a level commensurate with the low self-esteem of the consultant. Ultimately, Weiss says, consultants, not clients, are the main reason for low consulting fees.
On the inside of the damper
Cost Based Fees
When the system for value payments was first published in 2002, it quickly became a reference book for consultants looking for a reliable source to determine how much they should charge their clients for their services.
In this meticulously revised edition of his classic book, Alan Weiss shows how consulting fees depend on only two things: the value provided in the buyer’s perception and the buyer’s and consultant’s intention to act ethically. Many consultants, however, fail to understand that perceived value is the basis of fees, or that they must translate the importance of their advice into long-term client perceived benefits. Still others lack the courage and belief systems that support the high value provided to clients, thereby reducing fees to levels commensurate with the low self-esteem of the consultant. Ultimately, Weiss says, consultants, not clients, are the main reason for low consulting fees.
Filled with the stories of successful consultants, the value-based royalty clearly illustrates how consultants can educate their clients about the value that determines the value and subsequent investment. Weiss’s value-based approach to rewards is about establishing win-win dynamics with customers while satisfying shoppers’ egos and their belief that “you get what you pay for.”
This second edition contains a proven step-by-step guide to setting cost-based charges. The book contains the latest methods and approaches of Weiss, which cover new technologies, globalization, competition and social change that are affecting our world today. The new edition contains sample proposals, letters of agreement and other practical tools. It includes
* Updated examples throughout the book
* Current information on ethical issues
* Consulting scaling guide
* Fee Formulas for Today’s Market
* New chapters on wealth creation and the impact of technology fees.
Value charges clearly explain how to charge for your value and get what you stand for, providing non-theoretical, pragmatic advice that will immediately improve any consultant’s practice.

Product Details
* Hardcover: 288 pages
* Publisher: Pfeiffer (new edition, 2008)
* English language
* ISBN-10: 0787955116
* ISBN-13: 978-0787955113
* Product Dimensions: 9.3 x 7.3 x 1 inch
Editorial Comments
Overview
“For good measure, he throws in 60 quick ideas to boost royalties and / or increase profits.” (MD Daily Record, 3/28/02)
“… any aspiring consultant will find this book helpful.” (Business Warning, Volume 15, Number 2)
Overview
– Alan Weiss is the most successful consultant I know. When he speaks, I listen. You should too. ”
– George Morrisi, author, Jossy-Bass, Morrisi on Planning
“Alan Weiss learned the real secret of consulting a long time ago: it’s about people, it’s about relationships.”
– William L. Winter, Ph.D., President of the American Press Institute
“This highly readable book, written by one of the experts in the field, provides invaluable advice for the novice or current management consultant.”
– Victor Vroom, Professor, Yale School of Management
“Alan Weiss is a consulting genius who attacks problems the way he lives — with unconventional talent and relentless intelligence, delivering extraordinary results. The final consultant records all the reasons why I keep calling Alan over and over again. ”
– Keith T. Darcy, Executive Vice President, IBJ Whitehall Bank & Trust Company
“This book has helped us focus on customer issues such as results, results and long-term value. Alan Weiss has had a huge impact on our way of starting a new business. ”
– Fredrik Ahlsen, founder of OPENavigators

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Business Information:

A business is an activity aimed at making a living or making money by producing or buying and selling products (such as goods and services).
[citation needed for verification] Simply put, it is “any activity or enterprise entered into for the purpose of making a profit.
This does not mean that it is a company, corporation, partnership, or any other formal organization, but it can range from a street vendor to General Motors. ”

The presence of a company name does not separate the business entity from the owner, which means that the owner of the enterprise is responsible and liable for the debts incurred by the enterprise.
If the business acquires debt, creditors can go after the owner’s personal property.
The business structure does not include corporate tax rates. The owner is personally taxed on all business income.

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