Value-Based Fees: How to Charge What You're Worth and Get What You Charge 3rd edition

"In the 13 years since the second edition was published, we've seen the following developments which dramatically impact consultants starting in the profession or veterans in the profession. Remote means of delivering services, from workshops to facilitation, from strategy to M&A work. A waning of the power and repute of huge firms because of their cost and ponderous work methods, and a reception of less expensive, quicker small firms and solo practitioners. The mammals are scurrying amidst the dying dinosaurs. A globalization of economy (that will resume post-pandemic) making exported knowledge a key contributor to income (if it were considered formally as an export it would seriously shift the trade imbalance). The emergence of an African middle class,the decline of ancient dictators, and the growth of a huge potential marketplace in most countries on that continent. The growing abandonment of "career" and reliance on large companies and the inclination to forge one's own security and focus instead ona "calling." Advanced technology that effectually replaces meetings and keynote speeches delivered in person with Zoom and Livestream broadcasting of high quality. Tele-health demonstrating that "tele-consulting" is feasible and acceptable. Even therapy is being done this way today. A strong move from project work to advisory work which is as strong a shift as 30 years ago when I pioneered a shift from hourly billing to value-based fees. A huge change in social mores that include social consciousness, racial justice, and embrace of varying life styles. These are especially important in future strategy"--
The latest edition of the leading guide to consulting engagement pricing, from the “Rock Star of Consulting” Alan Weiss  In the newly revised Third Edition of Value-Based Fees: How to Charge – and Get – What You’re Worth, best-selling 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  The author walks you through the many reasons that time-and-materials pricing models are outdated and inadequate and how to convert existing clients to your new value-based fee model.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  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.