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Produktbild: Value-Based Fees

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

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Beschreibung

Produktdetails

Einband

Gebundene Ausgabe

Erscheinungsdatum

11.11.2021

Verlag

John Wiley & Sons

Seitenzahl

304

Maße (L/B/H)

24/19,1/3,1 cm

Gewicht

612 g

Auflage

3. Auflage

Sprache

Englisch

ISBN

978-1-119-77692-5

Beschreibung

Produktdetails

Einband

Gebundene Ausgabe

Erscheinungsdatum

11.11.2021

Verlag

John Wiley & Sons

Seitenzahl

304

Maße (L/B/H)

24/19,1/3,1 cm

Gewicht

612 g

Auflage

3. Auflage

Sprache

Englisch

ISBN

978-1-119-77692-5

Herstelleradresse

Libri GmbH
Europaallee 1
36244 Bad Hersfeld
DE

Email: gpsr@libri.de

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Die Leseprobe wird geladen.
  • Produktbild: Value-Based Fees

  • Introduction

    Acknowledgments

    About the Author

    add space here

    CHAPTER  1         The Origins of Value

    What People Want Is Not as Important as What They Need

    Abundance Agriculture and the Arts

    The Abundance Mind-Set

    Why Your Presence Isn't Required

    The Importance of Buyer Commitment, Not Compliance

    Critical Steps for Buyer Commitment

    The Buoyancy of Brands: How Brands Help Fees

    Creating Shared Success

    Chapter ROI

    CHAPTER  2         The Lunacy of Time-and-Materials Models

    Who Wants to Be as Dumb as a Lawyer?

    Supply-and-Demand Illogic

    Ethical Conflicts of Interest and Other Minor Matters

    Limiting Profits, or Why Not Just Forget Domani?

    Why Lawyers and CPAs Do So Poorly

    Educating the Buyer Incorrectly

    The Mercedes-Benz Syndrome   

    Chapter ROI

    CHAPTER  3         The Basics of Value-Based Fees

    It's Better to Be an Artist Than to Be an Engineer

    Focusing on Outcomes, Not Inputs

    The Fallacy and Subversive Nature of "Deliverables"

    Quantitative and Qualitative Measures and Criteria

    Measuring the Unmeasurable

    Serving the Client's Self-Interest

    The Subtle Transformation: Consultant Past to Client Future

    Perpetual Motion, Perpetual Progress

    Chapter ROI

    CHAPTER  4         How to Establish Value-Based Fees

    If You Read Only One Chapter . . .

    Conceptual Agreement: The Foundation of Value

    Establishing Your Unique Value

    Creating the "Good Deal" Dynamic

    The Incredibly Powerful "Choice of Yeses"

    Some Formulas for the Faint of Heart

    Chapter ROI

    CHAPTER  5         How to Convert Existing Clients

    Be Passionate, Not Zealous

    The Litmus Test-Setting Priorities

    Offering New Value

    Finding New Buyers Within Existing Clients

    Finding New Circumstances

    The Resistance

    Abandoning Business

    Chapter ROI

    Interlude: The Case of the Loaded Loading Dock

    CHAPTER  6         The Sublime Nature of Trusted Advisor Relationships

    It's Just the Smarts, Stupid

    Optimal Conditions for Trusted Advisor Relationships

    Choosing Time Frames and Creating Realistic Expectations

    Organizing the Scope and Managing Projects Concurrent with the Retainer

    Capitalizing on Trusted Advisor Relationships

    Aggressively Marketing trusted advisor Relationships

    Chapter ROI

    Ethics and Fees, Fees and Ethics: A Mid-Book Practicum

    CHAPTER  7         Seventy Ways to Raise Fees and/or Increase Profits Immediately

    Act Today and Receive a Second Bass-o-Matic Free of Charge!

    Chapter ROI

    CHAPTER  8         How to Prevent and Rebut Fee Objections

    Since You've Heard Them All Before, How Can You Not Know All the Answers?

    The Four Fundamental Areas of Resistance

    Maintaining the Focus on Value

    Boring In on the Subject

    Offering Discounts

    Full Payment in Advance

    Using "Smack to the Head" Comparisons

    Chapter ROI

    CHAPTER  9         Setting Fees for Everything Else

    How to Make Money While You  Sleep, Eat, Play, and Make Money Elsewhere

    Keynote Speaking: Don't Charge for Your Spoken Words

    Products

    Exploring New, Lucrative Fields

    And Now for Some Perspective

    Chapter ROI

    CHAPTER  10      Fee Progression Strategies

    Why You Fall Behind When You Stand Still

    Entry-Level Fees

    Transition to a "Going Concern"

    Transition to Peer-Level Referral

    Transition to the Brand Phase

    Transition to Thought Leader and Icon

    Alan's Axioms for the "Good Deal"

    CHAPTER  11      Volatility Opportunity

    Value-Based Fees in Times of Turmoil and Crisis

    Value Doesn't Dissipate Due to Distance

    We Don't Have Time, We Don't Have Money

    How Can I Help You?

    I Need Your Guidance

    APPENDIX A:      Questions for Qualifying the Economic Buyer

    APPENDIX B:      Questions for Establishing Business Objectives

    APPENDIX C:      Questions for Establishing Measures of Success

    APPENDIX D:      Questions for Establishing Value

    APPENDIX E:       Questions for Assessing Personal Value Contribution

    APPENDIX F:       The Difference Between Inputs and Business Outputs

    Index