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

Alan Weiss (Author)

Editorial Reviews

Product Description

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 commensurate with the consultant's own low self-esteem. Ultimately, says Weiss, consultants, not clients, are the main cause of low consulting fees.

From the Inside Flap

Value-Based Fees

When Value-Based Fees was first published in 2002, it quickly became the go-to book for consultants who needed a reliable resource for determining how much they should charge their clients for their services.

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 commensurate with the consultant's own low self-esteem. Ultimately, says Weiss, consultants, not clients, are the main cause of low consulting fees.

Filled with stories of successful consultants, Value-Based Fees clearly illustrates how consultants can educate their clients about value determining worth and consequent investment. Weiss's value-based fees approach is about establishing a win-win dynamic with clients, while accommodating buyers' egos and their belief that "you get what you pay for."

This second edition provides proven step-by-step guidance for establishing value-based fees. The book contains Weiss's latest techniques and approaches, which embrace the new technology, globalization, competition, and societal changes affecting our world today. The new edition contains sample proposals, letters of agreement, and other practical tools. It includes

• Updated examples throughout the book

• Current information on ethical issues

• Guidance on making consulting scalable

• Fee formulas for today's marketplace

• New chapters on building wealth and the implication of technology fees

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

See all Editorial Reviews

Product Details

• Hardcover: 288 pages
• Publisher: Pfeiffer; 2 edition (September 2, 2008)
• Language: English
• ISBN-10: 0470275847
• ISBN-13: 978-0470275849
• Product Dimensions: 9.3 x 7.1 x 1 inches
• Shipping Weight: 1.4 pounds (View shipping rates and policies)
• Average Customer Review: 4.8 out of 5 stars  See all reviews (8 customer reviews)
• Amazon Bestsellers Rank: #139,390 in Books (See Top 100 in Books)

  #70 in	Books > Reference > Education > Questions & Answers
  #56 in	Books > Business & Investing > Industries & Professions > Consulting

Customer Reviews

Most Helpful Customer Reviews

11 of 11 people found the following review helpful:

5.0 out of 5 stars It will change how you price services, December 12, 2008

By	Stephen Anderson (Raleigh NC) - See all my reviews (REAL NAME)

Amazon Verified Purchase

This review is from: Value-Based Fees: How to Charge - and Get - What You're Worth (Ultimate Consultant (Pfeiffer)) (Hardcover)

I devoured this book, and then picked up a highlighter and went through it again marking important passages. Its not written in too technical of style, and the author shows a vein of humor that I really appreciated. This book changed how I view consulting fees and I immediately put into practice much of what he recommends. I have asked Santa for two more of his books - can't wait. I highly recommend this book.

7 of 7 people found the following review helpful:

5.0 out of 5 stars Great book judged on its own merit, December 16, 2009

By	Steven D. Mcgee (Tokyo, Japan) - See all my reviews (REAL NAME)

This review is from: Value-Based Fees: How to Charge - and Get - What You're Worth (Ultimate Consultant (Pfeiffer)) (Hardcover)

Yes, this book has material from some other books by Weiss. I don't feel let down, however.

Like GTD, the ideas in this book are ground-breaking and some find it hard to accept. Not that it's hard to imagine how someone could figure this out, or that the concepts are so counter-intuitive. Just that most people think prices are a function of cost, or that there is 'a' market price for a given good or service.

What Weiss points out here is that value, or price, is subjective. This is something everyone experiences daily but can rarely notice.

Second, and most importantly, he outlines how to contract for consulting using a value-based fee, including the sales process. Weiss makes a good case for adopting this approach - good for the consultant and good for the client.

Here's an example of why value-based fees are good (not from the book): hourly, or 'time-metered' pricing will add incentive to increase the low-value '80%'of potential activities to a project. Sticking with value-based fees, or outcome-based fees, puts the incentive on focusing only on the '20%' of activities that will make a real difference. If I hire a consultant, I want results, not deliverables.

7 of 7 people found the following review helpful:

5.0 out of 5 stars Worthwhile, March 2, 2009

By	Vision Buidler (Washington State) - See all my reviews

This review is from: Value-Based Fees: How to Charge - and Get - What You're Worth (Ultimate Consultant (Pfeiffer)) (Hardcover)

This is an excellant book to evaluate your consulting business. Even if you do not use value based fees you should just read this to get an understanding of providing value to your client.