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

Product Description
The latest edition of the leading guide to consulting engagement pricing, from the “Rock Star of Consulting” Alan Weiss
In the newly revised Third Edition of Value-Based Fees: How to Charge – and Get – What You’re Worth, 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.
The author walks you through the many reasons that time-and-materials pricing models are outdated and inadequate and how to convert existing clients to your new value-based fee model.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.
Among the step-by-step techniques and strategies provided in the book, you’ll find:
How to establish value-based fees, including determining your unique value and creating a “good deal” dynamic
How to create, capitalize on, and market to trusted advisor relationships
How to implement fee increases immediately, prevent and rebut fee objections, create consulting products, and explore lucrative new fields
Perfect for newcomers to the consulting field as well as time-tested veterans, Value-Based Fees is an indispensable guide for every solo consultant, entrepreneur, and small consulting firm.
From the Inside Flap
The solo consulting industry has experienced dramatic developments that have reshaped the profession. From remote project delivery to the potential to attract a global client base, sole practitioners face challenges and opportunities barely dreamed of a decade ago. One thing that’s remained constant, however, is the importance of setting appropriate and profitable fees. In the completely revised Third Edition of Value-Based Fees, the “Rockstar of Consulting,” Alan Weiss, delivers a practical and effective guide to setting fees based on the value you deliver to your client. You’ll learn to propose, and receive, consistently impressive fees that more accurately reflect your worth than time-and-materials pricing models.
The bestselling author walks you through how to attract new clients using a value-based fee model and how to convert existing clients to your new system. You’ll get step-by-step techniques and strategies you can use to determine the monetary value of your services and how to create a “good deal” dynamic.
The book covers how to create, capitalize on, and market to trusted advisor relationships, avoid and rebut fee objections, create new consulting products, and explore lucrative new fields in the solo consulting space. Value-Based Fees also includes formulas to implement when you’re engaged in collaborative work or subcontracting out a job.
Perfect for new solo consultants as well as veterans of the field, Value-Based Fees, is a must-read resource for every consultant, entrepreneur, and boutique firm seeking to get paid what they’re worth. Let one of the world’s leading solo practitioners show you the blueprint to unlocking your income potential.
From the Back Cover
Learn to get paid what you’re worth with the latest advice from the “Rock Star of Consulting” Alan Weiss
In Value-Based Fees: How to Charge What You’re Worth and Get What You Charge, 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.
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 val