Value-based fees how to charge--and get--what you're worth : a guide for consultants
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 v...
| Main Author: | |
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| Format: | eBook |
| Language: | Inglés |
| Published: |
San Francisco, CA :
Pfeiffer
c2008.
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| Edition: | 2nd ed |
| Series: | Ultimate consultant series.
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| Subjects: | |
| See on Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009627834806719 |
Table of Contents:
- VALUE-BASED FEES: How to Charge-and Get-What You're Worth, Second Edition; About the Author; Contents; Introduction; Preface to the Second Edition; Acknowledgments; Chapter 1: The Concept of Fees; Chapter 2: The Lunacy of Time-and-Materials Models; Chapter 3: The Basics of Value-Based Fees; Chapter 4: How to Establish Value-Based Fees; Chapter 5: How to Convert Existing Clients; Chapter 6: The Fine and High Art of Using Retainers; Chapter 7: Seventy Ways to Raise Fees and/or Increase Profits Immediately; Chapter 8: How to Prevent and Rebut Fee Objections
- Chapter 9: Setting Fees for Nonconsulting OpportunitiesChapter 10: Fee Progression Strategies; Chapter 11: Technology and Fees; Appendix A; Appendix B; Appendix C; Appendix D; Appendix E; Appendix F; Index
