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Value-Based Fees: How to Charge What You're Worth and Get What You Charge (3rd Edition)
Authored by Alan Weiss
Narrated by Alan Weiss

0:00 Intro
0:03 Value-Based Fees: How to Charge What You're Worth and Get What You Charge (3rd Edition)
0:46 For the Third Edition
1:24 Introduction to the First Edition
3:22 Introduction to the Third Edition
4:44 Acknowledgments
5:37 About the Author
8:58 CHAPTER 1: The Origins of Value
39:23 CHAPTER 2: The Lunacy of Time-and-Materials Models
46:15 Outro

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BOOK DESCRIPTION

In the newly revised Third Edition of Value-Based Fees: How to Charge What You're Worth and Get What You Charge, bestselling 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The author walks you through the many reasons that time-and-materials pricing models are outdated and inadequate and how to convert existing clients to your new value-based fee model.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; and 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.

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ABOUT THE AUTHOR

Alan Weiss, Ph.D., is president of Summit Consulting Group, former vice president of the international training firm Kepner-Tregoe, and a star on the speakers circuit. He is the author of more than 400 articles and ten books, which include Best Laid Plans, Money Talks, Our Emperors Have No Clothes, and Million-Dollar Consulting. Dr. Weiss resides in East Greenwich, Rhode Island.

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AUDIOBOOK DETAILS

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Language: English
Publisher: Gildan Media
Published on: March 15, 2022
ISBN: 9781663718204
Duration: 7 hr, 30 min
Genres: Business & Economics / Consulting

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