Value-Based Fees: How to Charge--and Get--What You're Worth (Ultimate Consultant Series) [Hardcover]

Alan Weiss (Author)

Book Description

Publication Date: January 16, 2002 | ISBN-10: 0787955116 | ISBN-13: 978-0787955113 | Edition: 1

Value-Based Fees shows consultants how to easily and adroitly educate clients about value determining worth and consequent investment. Unlike the contingency fees of attorneys, Weiss explains, his technique is about establishing a win-win dynamic with clients, while accommodating buyers' egos that "you get what you pay for."

Filled with stories of successful consultants, sample proposals, letters of agreement, and other practical tools, Value-Based Fees' pragmatic advice includes:

• Step-by-step guidance on how to establish value-based fees
• How to create the "good deal" dynamic in client relationships
• Sixty ways to raise fees and increase profits immediately
• How to prevent and rebut fee objections
• How to use retainers wisely
• How to develop fee progression strategies
• How to make money while you sleep, eat, and play!

Value-Based Fees clearly explains how to charge for your value--and get--what you're worth, providing the kind of nontheoretical, pragmatic advice that will help to improve any consultant's practice immediately.

Editorial Reviews

Review

"For good measure, he throws in 60 fast ideas to raise fees and/or increase profits." (MD Daily Record, 3/28/02)

"...any consultant starting out will find this book useful." (Business Information Alert, Volume 15, Number 2)

Review

"Alan Weiss is the most successful consultant I know. When he speaks, I listen. You should too."
— George Morrisey, author, Jossey-Bass "Morrisey on Planning" series

"Alan Weiss long ago learned the real secret of consulting: It's about people, it's about relationships."
— William L. Winter, Ph.D., president, The American Press Institute

"This highly readable book, written by one of the experts in the field, provides invaluable advice for the aspiring or current management consultant."
— Victor Vroom, professor, Yale School of Management

"Alan Weiss is a consulting genius who attacks problems the way he lives life— with unconventional flair and a relentless intellect while delivering extraordinary results. The Ultimate Consultant captures all the reasons why I continue to call Alan time, and time, and time again."
— Keith T. Darcy, executive vice president, IBJ Whitehall Bank & Trust Company

"This book has helped us increase focus on client matters such as outcomes, results and long term value. Alan Weiss has had a tremendous impact on our way of generating new business."
— Fredrik Alsen, founder, OPENavigators

See all Editorial Reviews

Product Details

• Hardcover: 224 pages
• Publisher: Pfeiffer; 1 edition (January 16, 2002)
• Language: English
• ISBN-10: 0787955116
• ISBN-13: 978-0787955113
• Product Dimensions: 9.3 x 7.3 x 1 inches
• Shipping Weight: 1.3 pounds
• Average Customer Review: 4.6 out of 5 stars  See all reviews (23 customer reviews)
• Amazon Best Sellers Rank: #101,248 in Books (See Top 100 in Books)
  • #52 in Books > Business & Investing > Industries & Professions > Consulting

More About the Author

Alan Weiss: Biographical Sketch

Alan Weiss is one of those rare people who can say he is a consultant, speaker and author and mean it. His consulting firm, Summit Consulting Group, Inc. has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, State Street Corporation, Times Mirror Group, The Federal Reserve, The New York Times, and over 400 other leading organizations. He serves on the boards of directors of the Trinity Repertory Company, a Tony-Award-winning New England regional theater, and the Newport International Film Festival.
His speaking typically includes 30 keynotes a year at major conferences, and he has been a visiting faculty member at Case Western Reserve University, Boston College, Tufts, St. John's, the University of Illinois, the Institute of Management Studies, and the University of Georgia Graduate School of Business. He has held an appointment as adjunct professor in the Graduate School of Business at the University of Rhode Island where he taught courses on advanced management and consulting skills. He holds the record for selling out the highest priced workshop (on entrepreneurialism) in the 21-year history of New York City's Learning Annex. His Ph.D. is in psychology and he is a member of the American Psychological Society, the American Counseling Association, Division 13 of the American Psychological Association, and the Society for Personality and Social Psychology. He was recently appointed to the Board of Governors of Harvard University's Center for Mental Illness and the Media. He has keynoted for the American Psychological Association on two occasions.
He is a 2006 inductee into the Professional Speaking Hall of Fame' and the concurrent recipient of the National Speakers Association Council of Peers Award of Excellence, representing the top 1% of professional speakers in the world
His prolific publishing includes over 500 articles and 25 books, including his best-seller, Million Dollar Consulting (from McGraw-Hill). His newest is The Million Dollar Consulting' Toolkit. His books have been on the curricula at Villanova, Temple University, and the Wharton School of Business, and have been translated into German, Italian, Arabic, Spanish, Russian, and Chinese.


He is interviewed and quoted frequently in the media, and is an active member of the American Federation of Television and Radio Artists. His career has taken him to 54 countries and 49 states. (He is afraid to go to North Dakota.) Success Magazine has cited him in an editorial devoted to his work as 'a worldwide expert in executive education.' The New York Post calls him 'one of the most highly regarded independent consultants in America.' He is the winner of the prestigious Axiem Award for Excellence in Audio Presentation.
In 2006 he was presented with the Lifetime Achievement Award of the American Press Institute, the first-ever for a non-journalist, and one of only seven awarded in the 60-year history of the association.
He has coached the former and present Miss Rhode Island/Miss America candidates in interviewing skills.
He once appeared on the popular American TV game show Jeopardy, where he lost badly in the first round to a dancing waiter from Iowa.