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Tables of Contents for Value-Based Fees
Chapter/Section Title
Page #
Page Count
Introduction
xiii
Acknowledgments
xv
The Concept of Fees
1
18
Will People Actually Give Me Their Money for My Advice?
The Ethical Nature of Capitalism
2
3
The Power of MBS: The Mercedes-Benz Syndrome
5
3
The Importance of Buyer Commitment, Not Compliance
8
2
Critical Steps for Buyer Commitment
10
2
The Buoyancy of Brands: How Brands Help Fees
12
2
Creating Shared Success
14
3
Chapter 1 ROI (the Summary)
17
2
The Lunacy of Time and Materials Models
19
18
Who Wants to Be as Dumb as a Lawyer?
Supply and Demand Illogic
20
4
Ethical Conflicts of Interest and Other Small Matters
24
3
Limiting Profits, or Why Not Just Forget Domani
27
3
Why Lawyers and CPAs Do So Poorly
30
3
Educating the Buyer Incorrectly
33
2
Chapter 2 ROI
35
2
The Basics of Value-Based Fees
37
20
It's Better to Be an Artist than to Be an Engineer
Focusing on Outcomes Not on Inputs
38
3
The Fallacy and Subversive Nature of ``Deliverables''
41
3
Quantitative and Qualitative Measures and Criteria
44
4
Measuring the Unmeasurable
48
1
Serving the Client's Self-Interest
49
2
The Subtle Transformation: Consultant Past to Client Future
51
2
Perpetual Motion = Perpetual Progress
53
1
Chapter 3 ROI
54
3
How to Establish Value-Based Fees
57
18
If You Read Only One Chapter...
Conceptual Agreement: The Foundation of Value
58
3
Establishing Your Unique Value
61
3
Creating the ``Good Deal'' Dynamic
64
4
The Incredibly Powerful ``Choice of Yeses''
68
3
Some Formulas for the Faint of Heart
71
3
Chapter 4 ROI
74
1
How to Convert Existing Clients
75
20
Correcting Your Own Mistakes
Setting Priorities Among Existing Clients
76
3
Offering New Value
79
4
Finding New Buyers Within Existing Clients
83
2
Finding New Circumstances
85
3
What if Clients Resist a Conversion?
88
1
Abandoning Business
89
3
Chapter 5 ROI
92
3
The Fine and High Art of Using Retainers
95
18
It's Just the Smarts, Stupid
Optimal Conditions for Retainer Arrangements
96
4
Choosing Time Frames and Creating Realistic Expectations
100
3
Organizing the Scope and Managing Projects Within the Retainer
103
3
Capitalizing on Retainer Relationships
106
1
Aggressively Marketing Retainer Relationships
107
5
Chapter 6 ROI
112
1
Sixty Ways to Raise Fees and/or Increase Profits Immediately
113
20
Act Today and Also Receive the Bass-o-Matic Free of Charge
The First Fifteen
115
4
The Second Fifteen
119
4
The Third Fifteen
123
4
The Final Fifteen
127
4
Chapter 7 ROI
131
2
How to Prevent and Rebut Fee Objections
133
18
Since You've Heard Them All Before, How Can You Not Know the Answers?
The Four Fundamental Areas of Resistance
134
6
Maintaining the Focus on Value
140
2
Boring in on the Subject
142
3
Offering Rebates
145
1
Utilizing ``Smack to the Head'' Comparisons
146
2
Ignoring the Competition
148
1
Chapter 8 ROI
149
2
Setting Fees for Non-Consulting Opportunities
151
20
How to Make Money While You Sleep, Eat, Play, and, Well, Make Money Elsewhere
Keynote Speaking: Don't Charge for Your Spoken Words
152
4
Highly Leveraged Practices for Working with Bureaus
156
1
Products
157
3
Other Stuff
160
1
Remote Consulting and Its Lucrative Nature
161
6
And Now for Some Perspective
167
2
Chapter 9 ROI
169
2
Fee Progression Strategies
171
20
Why You Fall Behind when You Stand Still
Entry-Level Fees
172
3
Transition to ''Going Concern``
175
3
Transition to Word of Mouth
178
2
Transition to Brand Phase
180
3
Transition to Ultimate Consultant
183
1
The Book's ROI: Alan's Axioms for the ''Good Deal``
184
7
Appendix A Questions to Qualify the Economic Buyer
191
2
Appendix B Questions to Establish Business Objectives
193
2
Appendix C Questions to Establish Measures of Success
195
2
Appendix D Questions to Establish Value
197
2
Appendix E Questions to Assess Personal Value Contribution
199
2
Appendix F The Difference Between Inputs and Business Outputs
201
2
Index
203
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