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Value-Based Fees : How to Charge--and Get--What You're Worth
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Value-Based Fees : How to Charge--and Get--What You're Worth Hardcover - 2002 - 1st Edition

by Weiss, Alan

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Wiley & Sons, Incorporated, John. Used - Very Good. Former library book; may include library markings. Used book that is in excellent condition. May show signs of wear or have minor defects.
Used - Very Good
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Details

  • Title Value-Based Fees : How to Charge--and Get--What You're Worth
  • Author Weiss, Alan
  • Binding Hardcover
  • Edition number 1st
  • Edition 1
  • Condition Used - Very Good
  • Pages 207
  • Volumes 1
  • Language ENG
  • Publisher Wiley & Sons, Incorporated, John, U.S.A.
  • Date January 16, 2002
  • Bookseller's Inventory # 9407428-20
  • 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.

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About the author

Alan Weiss-- consultant, speaker, and author of the best-selling The Ultimate Consultant-- is the founder and CEO of Summit Consulting Group, Inc. His clients have included Merck, Hewlett-Packard, Coldwell Banker, Merrill Lynch, Mercedes-Benz, and General Electric. He is an adjunct professor in the Graduate School of Business at the University of Rhode Island, where he teaches a course on advanced consulting skills and is a highly sought-after keynote speaker.

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