If you want to break out of hourly fees and "Get Paid Your Worth This Book Is A Must Read "paid your worth this book is a must read Weiss explains how value based pricing is best both for the client and the service providerI also recommend Hourly Billing Is Nuts Helped me change the way I thought my own freelance practice and the way I set up my consulting fees This is bit ry but makes a lot of sense Though the author s arrogance and mercenary though he would Facial Action Coding SystemInvestigator's Guide Part 16701 deny it attitude is a turn off Iefinitely see the logic and benefit of moving away "from time materials based work whenever possible Very good on the "time materials based work whenever possible Very good on the and philosophy around consulting you re selling your expertise not your labor here s what that meansAlso provides very some very good recipe ideas about what kinds of value add services you can sell in addition to your base service whatever that may be Invaluable for someone who is starting their own. In this thoroughly revised edition of his classic book Alan Weiss shows how consulting fees are ependent 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 con.
Reputation already and can charge accordingly Still this book changed the way I "charge clients so that s pretty high impact Invaluable for someone who is "clients so that s pretty high impact Invaluable for someone who is their own consultancy Make you think about how you want to charge your customers and how both you and customer will get value When I launched SkyeTeam Value Based Fees was one of several books by Alan Weiss that I regularly refered to and still o I have a strong islike of an hourly rate incentivises some to work slower and therefore bill or penalizes those "Who Are Uick And Efficient Value Based Pricing Has Allowed "
are uick and efficient Value based pricing has allowed to build a successful international business and ensure that the remuneration I receive and the investment clients make reflect my experience and expertise and the impact our solutions have for the client businessI would and o recommend this book to everyone in business or considering starting a busines. D the belief system that support the high value elivered to clients thereby reducing fees to a level commensurate with
*the consultant's own low self esteem Ultimately says Weiss consultants not clients *
consultant's own low self esteem Ultimately says Weiss consultants not clients the main cause of low consulting fee.
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Consultancy Make you think about how "YOU WANT TO CHARGE YOUR CUSTOMERS "want to charge your customers how both you and customer will get value Value is often a function of not agreeing not being supportive and not being a yes person How willing are you to isagree uestion basic premises and refuse impossible expectations 22 No one cares really about how good you are Clients care about how good they are going to be when you re one with them 56 If you can t articulate your own value you can t very well suggest value based fees Look in the mirror and practice on the toughest buyer of all The first sale is to yourself
toughest buyer of all The first sale is to yourself It s not the buyer s job to tell you about needs In well run organizations there may well be no pressing issues It s the consultant s job to emonstrate need in improving the client s condition through new and better performance 135 A bit repetitive and written by someone who has built his. Sultants 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
client's perception Still fail to have the courage an.