Value-Based Fees

Alan Weiss 지음

Pfeiffer 2008년 11월 03일 출간

작품소개

책소개

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.

목차

Introduction.Preface to the Second Edition.Acknowledgments.Chapter 1: The Concept of Fees.Will People Actually Give Me Their Money for My Advice?The Ethical Nature of Capitalism.The Mercedes-Benz Syndrome.The Importance of Buyer Commitment, Not Compliance.Critical Steps for Buyer Commitment.The Buoyancy of Brands: How Brands Help Fees.Creating Shared Success.Chapter ROI.Interlude: A Case of Bottom-Line Blindness.Chapter 2: The Lunacy of Time-and-Materials Models.Who Wants to Be as Dumb as a Lawyer?Supply-and-Demand Illogic.Ethical Confl icts of Interest and Other Small Matters.Limiting Profi ts, or Why Not Just Forget Domani?Why Lawyers and CPAs Do So Poorly.Educating the Buyer Incorrectly.Chapter ROI.Chapter 3: The Basics of Value-Based Fees.It&-s Better to Be an Artist Than to Be an Engineer.Focusing on Outcomes, Not Inputs.The Fallacy and Subversive Nature of &"Deliverables&".Quantitative and Qualitative Measures and Criteria.Measuring the Unmeasurable.Serving the Client&-s Self-Interest.The Subtle Transformation: Consultant Past to Client Future.Perpetual Motion, Perpetual Progress.Chapter ROI.Interlude: The Case of the Annoying Accountants.Chapter 4: How to Establish Value-Based Fees.If You Read Only One Chapter . . ..Conceptual Agreement: The Foundation of Value.Establishing Your Unique Value.Creating the &"Good Deal&" Dynamic.The Incredibly Powerful &"Choice of Yeses&".Some Formulas for the Faint of Heart.Chapter ROI.Chapter 5: How to Convert Existing Clients.Correcting Your Own Mistakes.Setting Priorities Among Existing Clients.Offering New Value.Finding New Buyers Within Existing Clients.Finding New Circumstances.What If Clients Resist Conversion?Abandoning Business.Chapter ROI.Interlude: The Case of the Loaded Loading Dock.Chapter 6

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저자(글) Alan Weiss

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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, General Electric, State Street Corporation, and Times Mirror Group. He is a highly sought-after keynote speaker. Success Magazine declared him quot;A worldwide expert in executive education.quot;