{"product_id":"valuebased-fees-9781119776925","title":"ValueBased Fees","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eIntroduction\u003c\/p\u003e \u003cp\u003eAcknowledgments\u003c\/p\u003e \u003cp\u003eAbout the Author\u003c\/p\u003e \u003cp\u003eadd space here\u003c\/p\u003e \u003cp\u003eCHAPTER  1         The Origins of Value\u003c\/p\u003e \u003cp\u003eWhat People Want Is Not as Important as What They Need\u003c\/p\u003e \u003cp\u003eAbundance Agriculture and the Arts\u003c\/p\u003e \u003cp\u003eThe Abundance Mind-Set\u003c\/p\u003e \u003cp\u003eWhy Your Presence Isn’t Required\u003c\/p\u003e \u003cp\u003eThe Importance of Buyer Commitment, Not Compliance\u003c\/p\u003e \u003cp\u003eCritical Steps for Buyer Commitment\u003c\/p\u003e \u003cp\u003eThe Buoyancy of Brands: How Brands Help Fees\u003c\/p\u003e \u003cp\u003eCreating Shared Success\u003c\/p\u003e \u003cp\u003eChapter ROI\u003c\/p\u003e \u003cp\u003eCHAPTER  2         The Lunacy of Time-and-Materials Models\u003c\/p\u003e \u003cp\u003eWho Wants to Be as Dumb as a Lawyer?\u003c\/p\u003e \u003cp\u003eSupply-and-Demand Illogic\u003c\/p\u003e \u003cp\u003eEthical Conflicts of Interest and Other Minor Matters\u003c\/p\u003e \u003cp\u003eLimiting Profits, or Why Not Just Forget Domani?\u003c\/p\u003e \u003cp\u003eWhy Lawyers and CPAs Do So Poorly\u003c\/p\u003e \u003cp\u003eEducating the Buyer Incorrectly\u003c\/p\u003e \u003cp\u003eThe Mercedes-Benz Syndrome   \u003c\/p\u003e \u003cp\u003eChapter ROI\u003c\/p\u003e \u003cp\u003eCHAPTER  3         The Basics of Value-Based Fees\u003c\/p\u003e \u003cp\u003eIt’s Better to Be an Artist Than to Be an Engineer\u003c\/p\u003e \u003cp\u003eFocusing on Outcomes, Not Inputs\u003c\/p\u003e \u003cp\u003eThe Fallacy and Subversive Nature of “Deliverables”\u003c\/p\u003e \u003cp\u003eQuantitative and Qualitative Measures and Criteria\u003c\/p\u003e \u003cp\u003eMeasuring the Unmeasurable\u003c\/p\u003e \u003cp\u003eServing the Client’s Self-Interest\u003c\/p\u003e \u003cp\u003eThe Subtle Transformation: Consultant Past to Client Future\u003c\/p\u003e \u003cp\u003ePerpetual Motion, Perpetual Progress\u003c\/p\u003e \u003cp\u003eChapter ROI\u003c\/p\u003e \u003cp\u003eCHAPTER  4         How to Establish Value-Based Fees\u003c\/p\u003e \u003cp\u003eIf You Read Only One Chapter . . .\u003c\/p\u003e \u003cp\u003eConceptual Agreement: The Foundation of Value\u003c\/p\u003e \u003cp\u003eEstablishing Your Unique Value\u003c\/p\u003e \u003cp\u003eCreating the “Good Deal” Dynamic\u003c\/p\u003e \u003cp\u003eThe Incredibly Powerful “Choice of Yeses”\u003c\/p\u003e \u003cp\u003eSome Formulas for the Faint of Heart\u003c\/p\u003e \u003cp\u003eChapter ROI\u003c\/p\u003e \u003cp\u003eCHAPTER  5         How to Convert Existing Clients\u003c\/p\u003e \u003cp\u003eBe Passionate, Not Zealous\u003c\/p\u003e \u003cp\u003eThe Litmus Test—Setting Priorities\u003c\/p\u003e \u003cp\u003eOffering New Value\u003c\/p\u003e \u003cp\u003eFinding New Buyers Within Existing Clients\u003c\/p\u003e \u003cp\u003eFinding New Circumstances\u003c\/p\u003e \u003cp\u003eThe Resistance\u003c\/p\u003e \u003cp\u003eAbandoning Business\u003c\/p\u003e \u003cp\u003eChapter ROI\u003c\/p\u003e \u003cp\u003eInterlude: The Case of the Loaded Loading Dock\u003c\/p\u003e \u003cp\u003eCHAPTER  6         The Sublime Nature of Trusted Advisor Relationships\u003c\/p\u003e \u003cp\u003eIt’s Just the Smarts, Stupid\u003c\/p\u003e \u003cp\u003eOptimal Conditions for Trusted Advisor Relationships\u003c\/p\u003e \u003cp\u003eChoosing Time Frames and Creating Realistic Expectations\u003c\/p\u003e \u003cp\u003eOrganizing the Scope and Managing Projects Concurrent with the Retainer\u003c\/p\u003e \u003cp\u003eCapitalizing on Trusted Advisor Relationships\u003c\/p\u003e \u003cp\u003eAggressively Marketing trusted advisor Relationships\u003c\/p\u003e \u003cp\u003eChapter ROI\u003c\/p\u003e \u003cp\u003eEthics and Fees, Fees and Ethics: A Mid-Book Practicum\u003c\/p\u003e \u003cp\u003eCHAPTER  7         Seventy Ways to Raise Fees and\/or Increase Profits Immediately\u003c\/p\u003e \u003cp\u003eAct Today and Receive a Second Bass-o-Matic Free of Charge!\u003c\/p\u003e \u003cp\u003eChapter ROI\u003c\/p\u003e \u003cp\u003eCHAPTER  8         How to Prevent and Rebut Fee Objections\u003c\/p\u003e \u003cp\u003eSince You’ve Heard Them All Before, How Can You Not Know All the Answers?\u003c\/p\u003e \u003cp\u003eThe Four Fundamental Areas of Resistance\u003c\/p\u003e \u003cp\u003eMaintaining the Focus on Value\u003c\/p\u003e \u003cp\u003eBoring In on the Subject\u003c\/p\u003e \u003cp\u003eOffering Discounts\u003c\/p\u003e \u003cp\u003eFull Payment in Advance\u003c\/p\u003e \u003cp\u003eUsing “Smack to the Head” Comparisons\u003c\/p\u003e \u003cp\u003eChapter ROI\u003c\/p\u003e \u003cp\u003eCHAPTER  9         Setting Fees for Everything Else\u003c\/p\u003e \u003cp\u003eHow to Make Money While You  Sleep, Eat, Play, and Make Money Elsewhere\u003c\/p\u003e \u003cp\u003eKeynote Speaking: Don’t Charge for Your Spoken Words\u003c\/p\u003e \u003cp\u003eProducts\u003c\/p\u003e \u003cp\u003eExploring New, Lucrative Fields\u003c\/p\u003e \u003cp\u003eAnd Now for Some Perspective\u003c\/p\u003e \u003cp\u003eChapter ROI\u003c\/p\u003e \u003cp\u003eCHAPTER  10      Fee Progression Strategies\u003c\/p\u003e \u003cp\u003eWhy You Fall Behind When You Stand Still\u003c\/p\u003e \u003cp\u003eEntry-Level Fees\u003c\/p\u003e \u003cp\u003eTransition to a “Going Concern”\u003c\/p\u003e \u003cp\u003eTransition to Peer-Level Referral\u003c\/p\u003e \u003cp\u003eTransition to the Brand Phase\u003c\/p\u003e \u003cp\u003eTransition to Thought Leader and Icon\u003c\/p\u003e \u003cp\u003eAlan’s Axioms for the “Good Deal”\u003c\/p\u003e \u003cp\u003eCHAPTER  11      Volatility Opportunity\u003c\/p\u003e \u003cp\u003eValue-Based Fees in Times of Turmoil and Crisis\u003c\/p\u003e \u003cp\u003eValue Doesn’t Dissipate Due to Distance\u003c\/p\u003e \u003cp\u003eWe Don’t Have Time, We Don’t Have Money\u003c\/p\u003e \u003cp\u003eHow Can I Help You?\u003c\/p\u003e \u003cp\u003eI Need Your Guidance\u003c\/p\u003e \u003cp\u003eAPPENDIX A:      Questions for Qualifying the Economic Buyer\u003c\/p\u003e \u003cp\u003eAPPENDIX B:      Questions for Establishing Business Objectives\u003c\/p\u003e \u003cp\u003eAPPENDIX C:      Questions for Establishing Measures of Success\u003c\/p\u003e \u003cp\u003eAPPENDIX D:      Questions for Establishing Value\u003c\/p\u003e \u003cp\u003eAPPENDIX E:       Questions for Assessing Personal Value Contribution\u003c\/p\u003e \u003cp\u003eAPPENDIX F:       The Difference Between Inputs and Business Outputs\u003c\/p\u003e \u003cp\u003eIndex\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default 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