Value-based fees How to charge-- and get-- what you're worth : a guide for consultants
Book - 2008
Saved in:
- Subjects
- Published
-
San Francisco, CA :
Pfeiffer
[2008]
- Language
- English
- Main Author
- Edition
- Second edition
- Physical Description
- xix, 264 pages : illustrations ; 25 cm
- Bibliography
- Includes bibliographical references and index.
- ISBN
- 9780470275849
- Introduction
- Preface to the Second Edition
- Acknowledgments
- Chapter 1. The Concept of Fees: Will People Actually Give Me Their Money for My Advice?
- The Ethical Nature of Capitalism
- The Mercedes-Benz Syndrome
- The Importance of Buyer Commitment, Not Compliance
- Critical Steps for Buyer Commitment
- The Buoyancy of Brands: How Brands Help Fees
- Creating Shared Success
- Interlude: A Case of Bottom-Line Blindness
- Chapter 2. The Lunacy of Time-and-Materials Models: Who Wants to Be as Dumb as a Lawyer?
- Supply-and-Demand Illogic
- Ethical Conflicts of Interest and Other Small Matters
- Limiting Profits, or Why Not Just Forget Domani?
- Why Lawyers and CPAs Do So Poorly
- Educating the Buyer Incorrectly
- Chapter 3. The Basics of Value-Based Fees: It's Better to Be an Artist Than to Be an Engineer
- Focusing on Outcomes, Not Inputs
- The Fallacy and Subversive Nature of "Deliverables"
- Quantitative and Qualitative Measures and Criteria
- Measuring the Unmeasurable
- Serving the Client's Self-Interest
- The Subtle Transformation: Consultant Past to Client Future
- Perpetual Motion, Perpetual Progress
- Interlude: The Case of the Annoying Accountants
- Chapter 4. How to Establish Value-Based Fees: If You Read Only Once Chapter . . .
- Conceptual Agreement: The Foundation of Value
- Establishing Your Unique Value
- Creating the "Good Deal" Dynamic
- The Incredibly Powerful "Choice of Yeses"
- Some Formulas for the Faint of Heart
- Chapter 5. How to Convert Existing Clients: Correcting Your Own Mistakes
- Setting Priorities Among Existing Clients
- Offering New Value
- Finding New Buyers Within Existing Clients
- Finding New Circumstances
- What If Clients Resist Conversion?
- Abandoning Business
- Interlude: The Case of the Loaded Loading Dock
- Chapter 6. The Fine and High Art of Using Retainers: It's Just the Smarts, Stupid
- Optimal Conditions for Retainer Arrangements
- Choosing Time Frames and Creating Realistic Expectations
- Organizing the Scope and Managing Projects Within the Retainer
- Capitalizing on Retainer Relationships
- Aggressively Marketing Retainer Relationships
- Ethics and Fees, Fees and Ethics: A Midbook Practicum
- Chapter 7. Seventy Ways to Raise Fees and/or Increase Profits Immediately: Act Today and Receive the Bass-o-Matic Free of Charge
- Interlude: The Case of the Rebounding Retainer
- Chapter 8. How to Prevent and Rebut Fee Objections: Since You've Heard Them All Before, How Can You Not Know All the Answers?
- The Four Fundamental Areas of Resistance
- Maintaining the Focus on Value
- Boring In on the Subject
- Offering Discounts
- Using "Smack to the Head" Comparisons
- Ignoring the Competition
- Interlude: The Case of the Perverse Purchasing Agent
- Chapter 9. Setting Fees for Nonconsulting Opportunities: How to Make Money While You Sleep, Eat, Play, and Make Money Elsewhere
- Keynote Speaking: Don't Charge for Your Spoken Words
- Highly Leveraged Practices for Working with Bureaus
- Products
- Exploring New Lucrative Fields
- And Now for Some Perspective
- Chap