search for books and compare prices
Tables of Contents for Value-Based Fees
Will People Actually Give Me Their Money for My Advice?
The Ethical Nature of Capitalism2
3
The Power of MBS: The Mercedes-Benz Syndrome5
3
The Importance of Buyer Commitment, Not Compliance8
2
Critical Steps for Buyer Commitment10
2
The Buoyancy of Brands: How Brands Help Fees12
2
Creating Shared Success14
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 Illogic20
4
Ethical Conflicts of Interest and Other Small Matters24
3
Limiting Profits, or Why Not Just Forget Domani27
3
Why Lawyers and CPAs Do So Poorly30
3
Educating the Buyer Incorrectly33
2
Chapter 2 ROI35
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 Inputs38
3
The Fallacy and Subversive Nature of ``Deliverables''41
3
Quantitative and Qualitative Measures and Criteria44
4
Measuring the Unmeasurable48
1
Serving the Client's Self-Interest49
2
The Subtle Transformation: Consultant Past to Client Future51
2
Perpetual Motion = Perpetual Progress53
1
Chapter 3 ROI54
3
How to Establish Value-Based Fees
57
18
If You Read Only One Chapter...
Conceptual Agreement: The Foundation of Value58
3
Establishing Your Unique Value61
3
Creating the ``Good Deal'' Dynamic64
4
The Incredibly Powerful ``Choice of Yeses''68
3
Some Formulas for the Faint of Heart71
3
Chapter 4 ROI74
1
How to Convert Existing Clients
75
20
Correcting Your Own Mistakes
Setting Priorities Among Existing Clients76
3
Offering New Value79
4
Finding New Buyers Within Existing Clients83
2
Finding New Circumstances85
3
What if Clients Resist a Conversion?88
1
Abandoning Business89
3
Chapter 5 ROI92
3
The Fine and High Art of Using Retainers
95
18
It's Just the Smarts, Stupid
Optimal Conditions for Retainer Arrangements96
4
Choosing Time Frames and Creating Realistic Expectations100
3
Organizing the Scope and Managing Projects Within the Retainer103
3
Capitalizing on Retainer Relationships106
1
Aggressively Marketing Retainer Relationships107
5
Chapter 6 ROI112
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 Fifteen115
4
The Second Fifteen119
4
The Third Fifteen123
4
The Final Fifteen127
4
Chapter 7 ROI131
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 Resistance134
6
Maintaining the Focus on Value140
2
Boring in on the Subject142
3
Offering Rebates145
1
Utilizing ``Smack to the Head'' Comparisons146
2
Ignoring the Competition148
1
Chapter 8 ROI149
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 Words152
4
Highly Leveraged Practices for Working with Bureaus156
1
Products157
3
Other Stuff160
1
Remote Consulting and Its Lucrative Nature161
6
And Now for Some Perspective167
2
Chapter 9 ROI169
2
Fee Progression Strategies
171
20
Why You Fall Behind when You Stand Still
Entry-Level Fees172
3
Transition to ''Going Concern``175
3
Transition to Word of Mouth178
2
Transition to Brand Phase180
3
Transition to Ultimate Consultant183
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
<