Value-Based Fees: How to Charge - And Get - What You’re Worth: A Guide for Consultants
How to Charge? And Get? What You're Worth
Alan Weiss
ISBN: | 9780470275849 |
Publisher: | John Wiley and Sons |
Published: | 2 September, 2008 |
Format: | Hardcover |
Language: | English |
Links | Australian Libraries (Trove) |
Editions: |
3 other editions
of this product
|
Value-Based Fees: How to Charge - And Get - What You’re Worth: A Guide for Consultants
How to Charge? And Get? What You're Worth
Alan Weiss
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.
Shop Preferences
Customize which shops to display. You can include the following shops by logging in to change your settings.