Value-Based Fees - 3rd Edition by Alan Weiss (Hardcover)
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<p/><br></br><p><b> About the Book </b></p></br></br>"In the 13 years since the second edition was published, we've seen the following developments which dramatically impact consultants starting in the profession or veterans in the profession. Remote means of delivering services, from workshops to facilitation, from strategy to M&A work. A waning of the power and repute of huge firms because of their cost and ponderous work methods, and a reception of less expensive, quicker small firms and solo practitioners. The mammals are scurrying amidst the dying dinosaurs. A globalization of economy (that will resume post-pandemic) making exported knowledge a key contributor to income (if it were considered formally as an export it would seriously shift the trade imbalance). The emergence of an African middle class, the decline of ancient dictators, and the growth of a huge potential marketplace in most countries on that continent. The growing abandonment of "career" and reliance on large companies and the inclination to forge one's own security and focus instead on a "calling." Advanced technology that effectually replaces meetings and keynote speeches delivered in person with Zoom and Livestream broadcasting of high quality. Tele-health demonstrating that "tele-consulting" is feasible and acceptable. Even therapy is being done this way today. A strong move from project work to advisory work which is as strong a shift as 30 years ago when I pioneered a shift from hourly billing to value-based fees. A huge change in social mores that include social consciousness, racial justice, and embrace of varying life styles. These are especially important in future strategy"--<p/><br></br><p><b> Book Synopsis </b></p></br></br><p><b>The latest edition of the leading guide to consulting engagement pricing, from the "Rock Star of Consulting" Alan Weiss </b></p> <p>In the newly revised Third Edition of <i>Value-Based Fees: How to Charge - and Get - What You're Worth</i>, best-selling author, speaker and renowned consultant Dr. Alan Weiss delivers a thoroughly updated guide to proposing, and receiving, consistently high fees that are based on the value you deliver to each client you serve. </p> <p>The author walks you through the many reasons that time-and-materials pricing models are outdated and inadequate and how to convert existing clients to your new value-based fee model. He also discusses fundamental new developments in consulting, including the remote delivery of services, the waning market power of the consulting giants, economic globalization, and the shift from project work to advisory work. </p> <p>Among the step-by-step techniques and strategies provided in the book, you'll find: </p> <ul> <li>How to establish value-based fees, including determining your unique value and creating a "good deal" dynamic </li> <li>How to create, capitalize on, and market to trusted advisor relationships </li> <li>How to implement fee increases immediately, prevent and rebut fee objections, create consulting products, and explore lucrative new fields </li> </ul> <p>Perfect for newcomers to the consulting field as well as time-tested veterans, <i>Value-Based Fees </i>is an indispensable guide for every solo consultant, entrepreneur, and small consulting firm. </p> <p> </p><p/><br></br><p><b> From the Back Cover </b></p></br></br><p><b>Learn to get paid what you're worth with the latest advice from the "Rock Star of Consulting" Alan Weiss</b></p> <p>In <i>Value-Based Fees: How to Charge What You're Worth and Get What You Charge, </i> world-renowned solo consultant and bestselling author Alan Weiss draws on his decades of experience building a leading consulting firm to show you how to transform the way you deliver services to your consulting clients. <p>Written specifically for boutique firm owners and solo consultants, both novice and professional, the book shows you how to base your prices on the value you deliver to your clients. Urging the abandonment of ineffective and outdated time-and-materials pricing models, the author discusses step-by-step strategies and techniques for implementing value-based pricing in the context of the latest developments in consulting. <p>You'll learn how to increase your fees immediately while dealing effectively with objections and pushback, to create consulting products that bring in continuous outcome, and explore expanding and exciting new areas of consulting. <p>Ideal for solo consultants and practitioners, independent professionals, entrepreneurs, solopreneurs, and anyone else responsible for revenue generation, <i>Value-Based Fees</i> is an invaluable roadmap to getting paid what you're worth.<p/><br></br><p><b> About the Author </b></p></br></br><p><b>ALAN WEISS, PHD, </b> the "Rock Star of Consulting," is one of the world's most successful solo consultants. A bestselling author and speaker, he runs Summit Consulting Group, Inc., which serves some of the most recognizable brands in the world, including Merck, Hewlett-Packard, GE, and Mercedes-Benz.</p>
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