Value-Based Fees: How to Charge--And Get--What You're Worth : Powerful Techniques for the Successful Practitioner - Couverture rigide

Weiss, Alan

 
9780787955113: Value-Based Fees: How to Charge--And Get--What You're Worth : Powerful Techniques for the Successful Practitioner
Couverture rigide
ISBN 10 : 0787955116 ISBN 13 : 9780787955113
Editeur : Jossey-Bass Inc.,U.S., 2002

Synopsis

Value-Based Fees shows consultants how to easily and adroitly educate clients about value determining worth and consequent investment. Unlike the contingency fees of attorneys, Weiss explains, his technique is about establishing a win-win dynamic with clients, while accommodating buyers' egos that "you get what you pay for." Filled with stories of successful consultants, sample proposals, letters of agreement, and other practical tools, Value-Based Fees' pragmatic advice includes: Step-by-step guidance on how to establish value-based fees. How to create the "good deal" dynamic in client relationships. Sixty ways to raise fees and increase profits immediately. How to prevent and rebut fee objections. How to use retainers wisely. How to develop fee progression strategies. How to make money while you sleep, eat, and play! Value-Based Fees clearly explains how to charge for your value-and get-what you're worth, providing the kind of nontheoretical, pragmatic advice that will help to improve any consultant's practice immediately.

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À propos de l?auteur

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.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
Jossey-Bass Inc.,U.S.
Date d'édition
2002
Langue
anglais
ISBN 10 
0787955116
ISBN 13 
9780787955113
Reliure
Relié
Nombre de pages
224
Coordonnées du fabricant
non disponible
Personne responsable
non disponible