Alan Weiss - Value-Based Fees

1 Cover

2 Title Page ALAN WEISS

3 Copyright

4 Dedication

5 For the Third Edition

6 Introduction to the First Edition

7 Introduction to the Third Edition

8 Acknowledgments

9 About the Author

10 CHAPTER 1: The Origins of ValueABUNDANCE AGRICULTURE AND THE ARTS THE ABUNDANCE MIND-SET WHY YOUR PRESENCE ISN'T REQUIRED 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 NOTES

11 CHAPTER 2: The Lunacy of Time-and-Materials Models SUPPLY-AND-DEMAND ILLOGIC ETHICAL CONFLICTS OF INTEREST AND OTHER MINOR MATTERS LIMITING PROFITS, OR WHY NOT JUST FORGET DOMANI? WHY LAWYERS AND CPAS DO SO POORLY EDUCATING THE BUYER INCORRECTLY THE MERCEDES-BENZ SYNDROME CHAPTER ROI NOTES

12 CHAPTER 3: The Basics of Value-Based Fees 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 NOTES

13 CHAPTER 4: How to Establish Value-Based Fees 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 NOTES

14 CHAPTER 5: How to Convert Existing Clients THE LITMUS TEST—SETTING PRIORITIES OFFERING NEW VALUE FINDING NEW BUYERS WITHIN EXISTING CLIENTS FINDING NEW CIRCUMSTANCES THE RESISTANCE ABANDONING BUSINESS CHAPTER ROI INTERLUDE: THE CASE OF THE LOADED LOADING DOCK NOTES

15 Ethics and Fees, Fees and Ethics NOTES

16 CHAPTER 6: The Sublime Nature of Trusted Advisor Relationships OPTIMAL CONDITIONS FOR TRUSTED ADVISOR RELATIONSHIPS CHOOSING TIME FRAMES AND CREATING REALISTIC EXPECTATIONS ORGANIZING THE SCOPE AND MANAGING PROJECTS CONCURRENT WITH THE RETAINER CAPITALIZING ON TRUSTED ADVISOR RELATIONSHIPS AGGRESSIVELY MARKETING TRUSTED ADVISOR RELATIONSHIPS CHAPTER ROI NOTES

17 CHAPTER 7: Seventy Ways to Raise Fees and/or Increase Profits Immediately CHAPTER ROI NOTES

18 CHAPTER 8: How to Prevent and Rebut Fee Objections THE FOUR FUNDAMENTAL AREAS OF RESISTANCE MAINTAINING THE FOCUS ON VALUE BORING IN ON THE SUBJECT OFFERING DISCOUNTS FULL PAYMENT IN ADVANCE USING “SMACK TO THE HEAD” COMPARISONS CHAPTER ROI NOTES

19 CHAPTER 9: Setting Fees for Everything Else KEYNOTE SPEAKING: DON'T CHARGE FOR YOUR SPOKEN WORDS PRODUCTS EXPLORING NEW LUCRATIVE FIELDS AND NOW FOR SOME PERSPECTIVE CHAPTER ROI NOTES

20 CHAPTER 10: Fee Progression Strategies ENTRY-LEVEL FEES TRANSITION TO A “GOING CONCERN” TRANSITION TO PEER-LEVEL REFERRAL TRANSITION TO THE BRAND PHASE TRANSITION TO THOUGHT LEADER AND ICON ALAN'S AXIOMS FOR THE “GOOD DEAL” NOTES

21 CHAPTER 11: Volatility Opportunity VALUE DOESN'T DISSIPATE DUE TO DISTANCE WE DON'T HAVE TIME, WE DON'T HAVE MONEY HOW CAN I HELP YOU? NOTES

22 Appendix A: Questions for Qualifying the Economic Buyer

23 Appendix B: Questions for Establishing Business Objectives

24 Appendix C: Questions for Establishing Measures of Success

25 Appendix D: Questions for Establishing Value

26 Appendix E: Questions for Assessing Personal Value Contribution

27 Appendix F: The Difference Between Inputs and Business Outputs

28 Index

29 End User License Agreement

1 Chapter 10Table 10.1 Fee Progression Across Categories

1 Chapter 1 Figure 1.1 The Watertight Doors Figure 1.2 The Relationships Between Fees and Buyer Commitment Figure 1.3 Consulting Business Acquisition Sequence Figure 1.4 Costs from the Expert Versus Investment from the Partner

2 Chapter 3Figure 3.1 Value DistanceFigure 3.2 Transforming Consultant Past to Client Future

3 Chapter 4Figure 4.1 The Value-Based Fees SequenceFigure 4.2 The “Good Deal” EquationFigure 4.3 Strategic and Conceptual Formula

4 Chapter 5Figure 5.1 Revisiting ROI

5 Chapter 7Figure 7.1 Strategic Profiling in Which the Buyer Joins in the Diagnosis

6 Chapter 8Figure 8.1 Filters to Be Overcome to Reach a Buying Decision

7 Chapter 9Figure 9.1 Transforming Consultant Past to Client Future

8 Chapter 10Figure 10.1 The “Success Trap” at Word-of-Mouth and Brand Phases

1 Cover

2 Table of Contents

3 Title Page ALAN WEISS

4 Copyright

5 Dedication

6 For the Third Edition

7 Introduction to the First Edition

8 Introduction to the First Edition

9 Acknowledgments

10 About the Author

11 Begin Reading

12 Appendix A Questions for Qualifying the Economic Buyer

13 Appendix B Questions for Establishing Business Objectives

14 Appendix C Questions for Establishing Measures of Success

15 Appendix D Questions for Establishing Value

16 Appendix E Questions for Assessing Personal Value Contribution

17 Appendix F The Difference Between Inputs and Business Outputs

18 Index

19 End User License Agreement

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