CSK 3B library

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

Title:	Value-Based Fees: How to Charge - and Get - What You're Worth
Categories:	CSK Recommendations, Sales, Networking and Business Development, Negotiation and Pricing
BookID:	37
Authors:	Alan Weiss
ISBN-10(13):	9780470275849
Publisher:	Pfeiffer
Publication date:	2008-09-02
Edition:	2
Number of pages:	288
Language:	English
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Description:	Product Description 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.