Présentation de l'éditeur
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.
Quatrième de couverture
Praise for Value–Based Fees
"Many people say they understand value pricing. The undisputed global thought leader on the subject is Alan Weiss. He has personally sold over $100M in value–based fees and personally mentored over 650 consultants helping them to increase revenue by over $600M. Alan Weiss can help anyone who is prepared to listen."
Rob Nixon, consultant to the accounting profession, www.robnixon.com
"Alan Weiss′s value–based fees approach has transformed my business. I′m more efficient, and my clients get better results. It′s a huge win–win."
Amanda Setili, managing partner, Setili & Associates, LLC
"The implementation of value–based fees caused a significant growth of our revenues and profit. Even more important, following Alan′s business modelled to better relationships with our clients and to projects that focus on business outcomes rather than on deliverables."
Dr. Guido Quelle, managing partner, Mandat GmbH, Dortmund, Germany
"Within 18 months of working with Alan Weiss and reading his book on value–based fees, I achieved over one million dollars in revenue as a solo practitioner, and have grown that revenue in each of the past three years. There is simply no greater ROI."
Nancy MacKay, Ph.D, president, Inspire Action International Inc., Vancouver, Canada
"Your value–based fees concepts have helped me focus on clients′ outcome therefore transforming my ability of turning prospects into clients from 20% to 80%. The impact on my cash flow has dramatically improved as well. Thank you."
Chad Barr, president, CB Software Systems, Inc. Shaker Heights, Ohio