Value-Based Fees: How to Charge What You’re Worth and Get What You Charge, 3rd Edition

Cover
Table of Contents
Title Page
Copyright
Dedication
For the Third Edition
Introduction to the First Edition
Introduction to the Third Edition
Acknowledgments
About the Author
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
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
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
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
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
Ethics and Fees, Fees and Ethics
    NOTES
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
CHAPTER 7: Seventy Ways to Raise Fees and/or Increase Profits Immediately
    CHAPTER ROI
    NOTES
CHAPTER 8: How to Prevent and Rebut Fee Objections
    THE FOUR FUNDAMENTAL AREAS OF RESISTANCE
    MAINTAINING THE FOCUS ON VALUE
    BORING IN ON THE SUBJECT
    OFFERING DISCOUNTS
    FULL PAYMENT IN ADVANCE
    USING “SMACK TO THE HEAD” COMPARISONS
    CHAPTER ROI
    NOTES
CHAPTER 9: Setting Fees for Everything Else
    KEYNOTE SPEAKING: DON'T CHARGE FOR YOUR SPOKEN WORDS
    PRODUCTS
    EXPLORING NEW LUCRATIVE FIELDS
    AND NOW FOR SOME PERSPECTIVE
    CHAPTER ROI
    NOTES
CHAPTER 10: Fee Progression Strategies
    ENTRY-LEVEL FEES
    TRANSITION TO A “GOING CONCERN”
    TRANSITION TO PEER-LEVEL REFERRAL
    TRANSITION TO THE BRAND PHASE
    TRANSITION TO THOUGHT LEADER AND ICON
    ALAN'S AXIOMS FOR THE “GOOD DEAL”
    NOTES
CHAPTER 11: Volatility Opportunity
    VALUE DOESN'T DISSIPATE DUE TO DISTANCE
    WE DON'T HAVE TIME, WE DON'T HAVE MONEY
    HOW CAN I HELP YOU?
    NOTES
Appendix A: Questions for Qualifying the Economic Buyer
Appendix B: Questions for Establishing Business Objectives
Appendix C: Questions for Establishing Measures of Success
Appendix D: Questions for Establishing Value
Appendix E: Questions for Assessing Personal Value Contribution
Appendix F: The Difference Between Inputs and Business Outputs
Index
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