Value-Based Fees

Introduction Acknowledgments About the Author add space here CHAPTER 1 The Origins of Value What People Want Is Not as Important as What They Need Abundance 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 CHAPTER 2 The Lunacy of Time-and-Materials Models Who Wants to Be as Dumb as a Lawyer? 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 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 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 Be Passionate, Not Zealous 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 CHAPTER 6 The Sublime Nature of Trusted Advisor Relationships It's Just the Smarts, Stupid 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

ALAN WEISS, PHD, the "Rock Star of Consulting," is one of the world's most successful solo consultants. A bestselling author and speaker, he runs Summit Consulting Group, Inc., which serves some of the most recognizable brands in the world, including Merck, Hewlett-Packard, GE, and Mercedes-Benz.