The latest edition of the leading guide to consulting engagement pricing from the Rock Star of
Consulting Alan Weiss In the newly revised Third Edition of Value-Based Fees: How to Charge -
and Get - What You're Worth best-selling author speaker and renowned consultant Dr. Alan
Weiss delivers a thoroughly updated guide to proposing and receiving consistently high fees
that are based on the value you deliver to each client you serve. The author walks you through
the many reasons that time-and-materials pricing models are outdated and inadequate and how to
convert existing clients to your new value-based fee model. He also discusses fundamental new
developments in consulting including the remote delivery of services the waning market power
of the consulting giants economic globalization and the shift from project work to advisory
work. Among the step-by-step techniques and strategies provided in the book you'll find: * How
to establish value-based fees including determining your unique value and creating a good deal
dynamic * How to create capitalize on and market to trusted advisor relationships * How to
implement fee increases immediately prevent and rebut fee objections create consulting
products and explore lucrative new fields Perfect for newcomers to the consulting field as
well as time-tested veterans Value-Based Fees is an indispensable guide for every solo
consultant entrepreneur and small consulting firm.
