In this thoroughly revised edition of his classic book, Alan Weiss shows how consulting fees are dependent on only two things: value provided in the perception of the buyer and the intent of the buyer and the consultant to act ethically. Many consultants, however, fail to understand that perceived value is the basis of the fee, or that they must translate the importance of their advice into long-term gains for the client in the client's perception. Still others fail to have the courage and the belief system that support the high value delivered to clients, thereby reducing fees to a level commensurate with the consultant's own low self-esteem. Ultimately, says Weiss, consultants, not clients, are the main cause of low consulting fees.
Most Helpful Customer Reviews
The concepts in this book are good. They make sense for the most part, and are actionable. However, my complaints, as with other books by this author, are the verbosity of the content. What Alan takes 10 pages to describe could easily be boiled down to 10 sentences or less. Also, it seems like whole paragraphs are lifted virtually word-for-word right out of his other books. He even uses the same euphemisms over and over in each of his books.
Even with those detractions, however, there is good content to the book and it is worth a read. However, if you've read some of the other books by this author, it might be possible to skip this one as the content will seem somewhat repetitive.
While the book is for "consultants", it would be of value to anyone or any business providing a service.
I purchased this book in January of 2013 and heard Alan speak at the Illinois NSA chapter in March 2013. While I have lots to learn, I started implementing his suggestions into my proposals in March of this year. It is a process but I am finding that I am having a higher closing rate. There is no question it can be difficult to educate the client about the focus of achieving the result not the amount of time I spend on achieving the goal. I am dealing with situation now where the client is concerned about the number of contact hours. I keep reiterating that they have access to me whenever you need me when we are working together to achieve the desired agreed upon result(s).
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