Ebook: Value-based fees: how to charge--and get--what you're worth: a guide for consultants

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.;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 value is the basis of the fee, or that they must translate the importance of their advice into long-term gains for the client in the client's perception. Still others fail to have the courage and the belief system that support the high value delivered to clients, thereby reducing fees to a level comm.