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Value-Based Fees: How to Charge--And Get--What You're Worth : Powerful Techniques for the Successful Practitioner (The Ultimate Consultant Series) Hardcover - 2002 - 1st Edition
by Weiss, Alan
- Used
- Good
- Hardcover
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Details
- Title Value-Based Fees: How to Charge--And Get--What You're Worth : Powerful Techniques for the Successful Practitioner (The Ultimate Consultant Series)
- Author Weiss, Alan
- Binding Hardcover
- Edition number 1st
- Edition 1
- Condition Used - Good
- Pages 207
- Volumes 1
- Language ENG
- Publisher Jossey-Bass, U.S.A.
- Date January 16, 2002
- Bookseller's Inventory # 0787955116.G
- ISBN 9780787955113 / 0787955116
- Weight 1.4 lbs (0.64 kg)
- Dimensions 9.66 x 7.2 x 0.89 in (24.54 x 18.29 x 2.26 cm)
- Library of Congress Catalog Number 2001004861
- Dewey Decimal Code 001.068
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Summary
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 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 others fail to have the courage and the belief system that support the high value delivered to clients, thereby reducing fees to a level commensurate with the consultant's own low self-esteem. Ultimately, says Weiss, consultants, not clients, are the main cause of low consulting fees.
First line
A fee is remuneration provided in return for perceived value received.