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Value-Based Fees: How to Charge - and Get - What You're Worth

by Alan Weiss

2021-01-01 00:45:35

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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 consult... Read more
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. Less

Book Details

File size9.3 X 7.2 X 0.9 in
Print pages288
PublisherWiley
Publication date September 2, 2008
LanguageEnglish
ISBN9780470275849
autor-image
Alan Weiss
Author
ALAN WEISS, PHD, has consulted with hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, Chase, the American Press Institute, and the Times-Mirror Group. He lec...

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