Value-Based Fees: How to Charge-and Get-What You're Worth: A Guide for Consultants

If you are in a field where you make proposals for prospective work, this book is an incredible resource! A very interesting and engaging read, I was not able to put it down once I started. I immediately started taking notes - didn't want to forget any of the important details when I started formatting my proposal for a big job. Not only did I get the job, but got it at the fee I asked for. Provided several different options because, as Alan remarks, you want the client thinking "how" can I use this person's services, not "should" I use this person's services. Crafting the wording so that I offered a menu of "yeses" was key. GREAT BOOK WITH GREAT ADVICE. I did not buy it when I originally looked at it, because I thought it was too expensive. But what a shame I waited - it is worth every penny. I paid for it on my first accepted proposal.

Dr. Weiss has been accused by detractors of writing the same book over and over. While it is true you will find certain recurrent themes across multiple volumes, please understand it is because his lessons are so fundamental as to be universal, and one cannot have these critical points drummed into one's head too many times. In other words, this is a good thing! Value-Based Fees is one of his best volumes. Dr. Weiss focuses on the philosophical importance of value-based fees (as opposed to time-based fees), and then goes on to explain step-by-step how to migrate a practice to flat-fee billing. There are no leaps of logic here, everything is explained in perfect detail, logically. There is no better thinker in the consulting space--Dr. Weiss is the Summit.

Great book. I'm a "recovering attorney" who hasn't practiced law actively for several years. When I did, I hated the billable hour system as it did not reward me for the value I provided clients. Unfortunately, that billable hour mindset was ingrained in me. It's the way I think about billing. I am starting a consulting business and this book was recommended to me. It was difficult for me to "get it" at first. I had to read and re-read many pages/concepts. Not because the book was difficult to read, but because I was stuck in a different mindset. I slowly started to get it and enjoyed the book immensely. I will be using much of the advice in the book as I begin my consulting business and into the future. This book is a must read for anyone who sets a value on themselves according to time.

Simple, comprehensive and well worth the investment. Perfect for all consultants and contractors who are looking to maximise profitability. Good checklists, examples and questions to ask. If you are not completely delighted with how much money you make then give it a go.

Alan provides actionable insights to immediately put to use. Great guide for any consultant. A must read book, filled with years of wisdom.

Within a week of reading this book, I have already recouped the cost from the book by over 35x. I used Alan's suggestion to include options into my contracts...and what do you know? The client took an option higher than I thought they would. I don't think I need to say more, other than the book is clearly under-priced in my mind.

If I had any sense, I wouldn't be recommending this book because it would reveal an excellent pricing strategy to my potential competitors... But since we can see that I don't have any: this is an excellent book for any service business looking to maximize profits... period. Weiss's book 'Million Dollar Consulting' touches on some of the basics of this strategy, but this book just opens the floodgates.

The book provides an interesting set of concepts and approaches that I do believe are quite useful for maximizing one's value as a consultant. The book is really applicable for those who job is truly as a consultant. The concepts will probably not always work in every situation, but should pay off in certain cases. Ultimately, the skill in utilizing the concepts against each unique situation will tell the tale of success or failure.

Again, a very good book from Alan Weiss. Very practical and incisive. He actually talks right to the reader ! I took notes that will help me in developing my solo-practice.

Allan Weiss knows his topic well. Very well. By just adopting immediately his 3 Option close gave me a major ROI on time and money spent on obtaining and reading the book.

Excellent book.

Wieder einmal ein gelungenes und wertvolles Buch von einem echten Insider der Coaching- und Consultingszene. Hier bekommt man valide Strategien mit auf den Weg, um aus der klassischen "Zeit gegen Geld"-Falle zu gelangen. Prädikat: wertvoll und wertschöpfend

I have returned to work on the day after a bank holiday weekend with a spring in my step and boundless enthusiasm. Why - you may well ask? I ended up reading this book for 3 hours last night - got up and found a highlighter to make points to myself, and wrote a checklist in the back of things I am going to do. I've read Alan's books before - but if you want to be serious about moving towards value based fees - this is the one you want. It has totally sold me on the value we provide as consultants - and helping clients to focus on outcomes not just the inputs. This is well explained as the difference between 'deliver sales training workshops' and 'improve sales closing rates'. One is a value output to the client which they can quantify, one is just a deliverable charged on an hourly rate to the client. The book has lots of helpful practical chapters, including some ideas on 'how to' calculate fees on a value basis, and how to explain the benefits to clients of working in this way in comparison to the old 'hours-billed' approach. It also explains to to convert clients you've been working with on a hourly rate to a value billing approach, plus a few pages of appendices which really help to sell projects from a 'what's the value we're creating?' business case. I've just ordered another copy for the team to read as I'm not parting with mine!