Value-Based Fees: How to Charge - and Get - What You're Worth
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.
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Review: Value-Based Fees: How to Charge - and Get - What You're Worth (The Ultimate Consultant Series)User Review - Amithanand D'silva - Goodreads
An excellent insight into how to define value, a must read for any business which provides an intangible value for clients. Not intangible value does not only mean services but you could also be providing intangible value by selling a products with add-on services, Read full review
Review: Value-Based Fees: How to Charge - and Get - What You're Worth (The Ultimate Consultant Series)User Review - Cnd - Goodreads
An in-depth look into value based fees. Excellent Book IMO. May not work in every industry but I have applied it to my business with varying degrees of success. Read full review