ENGLISH

Value-Based Fees: How to Charge - and Get - What You're Worth (Ultimate Consultant (Pfeiffer))

By Alan Weiss

Book information

Publisher
Pfeiffer
Year
2008
ISBN
0470275847, 9780470275849
LCC
HD69.C6 W466 2008
Open Library ID
OL16729622M
Language
english
Format
PDF
Filesize
1 MB (1363843 bytes)
Edition
2
Pages
288\288
Time added
2011-06-04 13:46:07

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.

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