Value-Based Fees by Alan Weiss
How to Charge - and Get - What You're Worth

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Synopsis

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.
 

About Alan Weiss

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Alan Weiss is a consultant, speaker, and bestselling author of Getting Started in Consulting and Million Dollar Consulting. His firm, Summit Consulting Group, Inc., has worked with clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, State Street Corporation, The Times Mirror Company, the Federal Reserve, The New York Times Company, and over 500 other leading organizations. His blog is www.contrarianconsulting.com.Dr. Nancy MacKay is President and cofounder of MacKay & Associates Advisors Inc. She coaches and facilitates six CEO networks involving over seventy CEOs. Her clients include Ritchie Bros. Auctioneers, Teekay Corporation, PricewaterhouseCoopers, RBC Royal Bank, TELUS, Methanex, Best Buy, and many other leading organizations. For more information, please visit www.mackayandassociates.ca.
 
Published November 3, 2008 by Pfeiffer. 292 pages
Genres: Business & Economics, Education & Reference.

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