Value-Based Fees. Alan Weiss

      1  Cover

      2  Title Page

      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 Value 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 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