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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...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Weiss, Alan, 1946-
Formato: Electrónico eBook
Idioma:Inglés
Publicado: San Francisco, CA : Pfeiffer, ©2008.
Edición:2nd ed.
Colección:Ultimate consultant series.
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.