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

Learn to get paid what you’re worth with the latest advice from the “Rock Star of Consulting” Alan Weiss

In Value-Based Fees: How to Charge What You’re Worth and Get What You Charge, world-renowned solo consultant and bestselling author Alan Weiss draws on his decades of experience building a leading consulting firm to show you how to transform the way you deliver services to your consulting clients.

Written specifically for boutique firm owners and solo consultants, both novice and professional, the book shows you how to base your prices on the value you deliver to your clients. Urging the abandonment of ineffective and outdated time-and-materials pricing models, the author discusses step-by-step strategies and techniques for implementing value-based pricing in the context of the latest developments in consulting.

You’ll learn how to increase your fees immediately while dealing effectively with objections and pushback, to create consulting products that bring in continuous outcome, and explore expanding and exciting new areas of consulting.

Ideal for solo consultants and practitioners, independent professionals, entrepreneurs, solopreneurs, and anyone else responsible for revenue generation, Value-Based Fees is an invaluable roadmap to getting paid what you’re worth.

The latest edition of the leading guide to consulting engagement pricing, from the “Rock Star of Consulting” Alan Weiss

In the newly revised Third Edition of Value-Based Fees: How to Charge – and Get – What You’re Worth, best-selling author, speaker and renowned consultant Dr. Alan Weiss delivers a thoroughly updated guide to proposing, and receiving, consistently high fees that are based on the value you deliver to each client you serve.

The author walks you through the many reasons that time-and-materials pricing models are outdated and inadequate and how to convert existing clients to your new value-based fee model. He also discusses fundamental new developments in consulting, including the remote delivery of services, the waning market power of the consulting giants, economic globalization, and the shift from project work to advisory work.

Among the step-by-step techniques and strategies provided in the book, you’ll find:

• How to establish value-based fees, including determining your unique value and creating a “good deal” dynamic
• How to create, capitalize on, and market to trusted advisor relationships
• How to implement fee increases immediately, prevent and rebut fee objections, create consulting products, and explore lucrative new fields

Perfect for newcomers to the consulting field as well as time-tested veterans, Value-Based Fees is an indispensable guide for every solo consultant, entrepreneur, and small consulting firm.