Value-based fees : how to charge--and get--what you're worth : a guide for consultants /
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 v...
Clasificación: | Libro Electrónico |
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Autor principal: | |
Formato: | Electrónico eBook |
Idioma: | Inglés |
Publicado: |
San Francisco, CA :
Pfeiffer,
©2008.
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Edición: | 2nd ed. |
Colección: | Ultimate consultant series.
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Temas: | |
Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- Cover
- Copyright
- Dedication
- About the Author
- Contents
- Introduction
- Preface to the Second Edition
- Acknowledgments
- Chapter 1: The Concept of Fees
- THE ETHICAL NATURE OF CAPITALISM
- 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 ROI
- Chapter 2: The Lunacy of Time-and-Materials Models
- 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 ROI
- Chapter 3: The Basics of Value-Based Fees
- FOCUSING ON OUTCOMES, NOT 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 ROI
- Chapter 4: How to Establish Value-Based Fees
- 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 ROI
- Chapter 5: How to Convert Existing Clients
- SETTING PRIORITIES AMONG EXISTING CLIENTS
- OFFERING NEW VALUE
- FINDING NEW BUYERS WITHIN EXISTING CLIENTS
- FINDING NEW CIRCUMSTANCES
- WHAT IF CLIENTS RESIST CONVERSION?
- ABANDONING BUSINESS
- CHAPTER ROI
- Chapter 6: The Fine and High Art of Using Retainers
- 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 ROI
- Chapter 7: Seventy Ways to Raise Fees and/or Increase Profits Immediately
- CHAPTER ROI
- Chapter 8: How to Prevent and Rebut Fee Objections
- THE FOUR FUNDAMENTAL AREAS OF RESISTANCE
- MAINTAINING THE FOCUS ON VALUE
- BORING IN ON THE SUBJECT
- OFFERING DISCOUNTS
- USING "SMACK TO THE HEAD" COMPARISONS
- IGNORING THE COMPETITION
- CHAPTER ROI
- Chapter 9: Setting Fees for Nonconsulting Opportunities
- KEYNOTE SPEAKING: DON'T CHARGE FOR YOUR SPOKEN WORDS
- HIGHLY LEVERAGED PRACTICES FOR WORKING WITH BUREAUS
- PRODUCTS
- EXPLORING NEW LUCRATIVE FIELDS
- AND NOW FOR SOME PERSPECTIVE
- CHAPTER ROI
- Chapter 10: Fee Progression Strategies
- ENTRY-LEVEL FEES
- TRANSITION TO A "GOING CONCERN"
- TRANSITION TO WORD OF MOUTH
- TRANSITION TO THE BRAND PHASE
- TRANSITION TO THE ULTIMATE CONSULTANT
- THE BOOK'S ROI: ALAN'S AXIOMS FOR THE "GOOD DEAL"
- Chapter 11: Technology and Fees
- THE SERVICE ENHANCEMENT
- THE PUBLISHING PREROGATIVE
- THE REMOTE CONSULTANT
- PASSIVE INCOME
- THE BOTTOM LINE
- CHAPTER ROI
- Appendix A
- Appendix B
- Appendix C
- Appendix D
- Appendix E
- Appendix F
- Index.