Value-Based Fees (3rd Edition)

How to Charge What You're Worth and Get What You Charge

De: Alan Weiss

Narrado por: Alan Weiss

In the newly revised third edition of Value-Based Fees: How to Charge What You're Worth and Get What You Charge, 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The author walks you through the many reasons that time-and-materials pricing models are outdated and inadequate and how to convert existing clients to your new value-based fee model.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; and 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.

©2021 Alan Weiss (P)2022 Ascent Audio

Like a textbook for consultants

I loved how this book has so much practical advice and content that any consultant could immediately use to shift their business. I’m excited to implement all I’ve learned from this text!

Helpful to anyone passionate about delivering value

A must-read for anyone who is passionate about delivering value, and pricing in a way that reflects this value.

Chris Do Sent Me!

I came in barely knowing about consulting work. I left valuing myself. Alan is a phenomenal storyteller. Can't wait to try out the techniques in his book.

A good read with some useful ideas but has its limitations

I like this book but don’t love it. The plus - it has some really good ideas and the arguments are laid out well. The minuses - there was some stumbling in the reading that should have been edited. Also I just don’t buy that every consultant can value price their services. The book could have used space to talk about how you get to the point where value pricing is realistic. The book wandered off topic for a large part, talking about collecting on late payments . It’s good content but didn’t belong in this book.

Best Part: The Vignettes

It is clear, concise, and easy to understand. I personally enjoy listening to the vignettes which are real life examples. Learning how to implement the value based principles through contextual storytelling is priceless.

Game Changer

First of all the author reading for himself is interesting and allows for the emphasis on key areas. And the content is very informative. In this format I believe they should've been pDF attached so you can easily access the information

Generous in advice

I’ve listened to many of the author’s books and this one’s my favorite. There’s a lot of greats advise here. Bold, brash, and advise I aim to live by.

Be paid for the value you bring your client

This book was recommended to me and I can easily see why. I think it will be a game-changer. It lays out the case for consultants to charge fees based on the value they offer rather than billing based on time provided to clients. As Weiss notes through well-formulated examples, value-based fees provide a better deal for both clients and consultants. In contrast, time-based fees are inefficient by depriving the consultants of revenue, and not allowing clients who are focused on time to quickly resolve issues and reap the big rewards even if they don’t take as long to achieve.

I first bought the audio version of it but now have purchased the ebook version too because I want to examine the written examples more thoroughly. There is so much information that it’s easy to lose in an audio version. It’s not a cheap book, but it is well worth it based on the abundance of information Weiss conveys to the reader.

High quality book. Missing PDFs on purchase.

Lots of value given in this book and quite practical. Book shines with humor and great rebuttals for real world situations and objections.

Missing PDFS that are mentioned in audio book. Someone at audible needs to update and upload the documents that Alan mentions in the book.

super valuable as a coach!

been in real estate coaching & training business for 19 years. I wish I had been reading his books from the begining!