Value-Based Fees. Alan Weiss

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      18  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

      19  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

      20  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

      21  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

      22  Appendix A: Questions for Qualifying the Economic Buyer

      23  Appendix B: Questions for Establishing Business Objectives

      24  Appendix C: Questions for Establishing Measures of Success

      25  Appendix D: Questions for Establishing Value

      26  Appendix E: Questions for Assessing Personal Value Contribution

      27  Appendix F: The Difference Between Inputs and Business Outputs

      28  Index

      29  End User License Agreement

      List of Tables

      1 Chapter 10Table 10.1 Fee Progression Across Categories

      List of Illustrations

      1 Chapter 1Figure 1.1 The Watertight DoorsFigure 1.2 The Relationships Between Fees and Buyer CommitmentFigure 1.3 Consulting Business Acquisition SequenceFigure 1.4 Costs from the Expert Versus Investment from the Partner

      2 Chapter 3Figure 3.1 Value DistanceFigure 3.2 Transforming Consultant Past to Client Future

      3 Chapter 4Figure 4.1 The Value-Based Fees SequenceFigure 4.2 The “Good Deal” EquationFigure 4.3 Strategic and Conceptual Formula

      4 Chapter 5Figure 5.1 Revisiting ROI

      5 Chapter 7Figure 7.1 Strategic Profiling in Which the Buyer Joins in the Diagnosis

      6 Chapter 8Figure 8.1 Filters to Be Overcome to Reach a Buying Decision

      7 Chapter 9Figure 9.1 Transforming Consultant Past to Client Future

      8 Chapter 10Figure 10.1 The “Success Trap” at Word-of-Mouth and Brand Phases

      Guide

      1  Cover

      2  Table of Contents

      3  Title Page

      4  Copyright

      5  Dedication

      6  For the Third Edition

      7  Introduction to the First Edition

      8  Introduction to the First Edition

      9  Acknowledgments

      10  About the Author

      11  Begin Reading

      12  Appendix A Questions for Qualifying the Economic Buyer

      13  Appendix B Questions for Establishing Business Objectives

      14  Скачать книгу