MARC Record from marc_nuls

LEADER: 04345cam 22003254a 4500
001 9919403490001661
005 20150423120404.0
008 010808s2002 cau 001 0 eng
010 $a 2001004861
020 $a0787955116 (alk. paper)
035 $a(CSdNU)u176477-01national_inst
035 $a(OCoLC)47791028
035 $a(OCoLC)47791028
040 $aDLC$cDLC$dOrPss
042 $apcc
049 $aCNUM
050 00 $aHD69.C6$bW466 2002
082 00 $a001/.068/8$221
100 1 $aWeiss, Alan,$d1946-
245 10 $aValue-based fees :$bhow to charge--and get--what you're worth : powerful techniques for the successful practitioner /$cAlan Weiss.
260 $aSan Francisco :$bJossey-Bass/Pfeiffer,$cc2002.
300 $axv, 207 p. ;$c24 cm.
490 1 $aThe ultimate consultant series
500 $aIncludes index.
505 0 $aThe Concept of Fees: Will People Actually Give Me Their Money for My Advice? -- The Ethical Nature of Capitalism -- The Power of MBS: The Mercedes-Benz Syndrome -- The Importance of Buyer Commitment, Not Compliance -- Critical Steps for Buyer Commitment -- The Buoyancy of Brands: How Brands Help Fees -- Creating Shared Success -- The Lunacy of Time and Materials Models: Who Wants to Be as Dumb as a Lawyer? -- Supply and Demand Illogic -- Ethical Conflicts of Interest and Other Small Matters -- Limiting Profits, or Why Not Just Forget Domani -- Why Lawyers and CPAs Do So Poorly -- Educating the Buyer Incorrectly -- The Basics of Value-Based Fees: It's Better to Be an Artist than to Be an Engineer -- Focusing on Outcomes Not on 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 -- How to Establish Value-Based Fees: If You Read Only One Chapter ... -- 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 -- How to Convert Existing Clients: Correcting Your Own Mistakes -- Setting Priorities Among Existing Clients -- Offering New Value -- Finding New Buyers Within Existing Clients -- Finding New Circumstances -- What if Clients Resist a Conversion? -- Abandoning Business -- The Fine and High Art of Using Retainers: It's Just the Smarts, Stupid -- Optimal Conditions for Retainer Arrangements -- Choosing Time Frames and Creating Realistic Expectations -- Organizing the Scope and Managing Projects Within the Retainer -- Capitalizing on Retainer Relationships -- Aggressively Marketing Retainer Relationships -- Sixty Ways to Raise Fees and/or Increase Profits Immediately: Act Today and Also Receive the Bass-o-Matic Free of Charge -- How to Prevent and Rebut Fee Objections: Since You've Heard Them All Before, How Can You Not Know the Answers? -- The Four Fundamental Areas of Resistance -- Maintaining the Focus on Value -- Boring in on the Subject -- Offering Rebates -- Utilizing "Smack to the Head" Comparisons -- Ignoring the Competition -- Setting Fees for Non-Consulting Opportunities: How to Make Money While You Sleep, Eat, Play, and, Well, Make Money Elsewhere -- Keynote Speaking: Don't Charge for Your Spoken Words -- Highly Leveraged Practices for Working with Bureaus -- Products -- Remote Consulting and Its Lucrative Nature -- And Now for Some Perspective -- Fee Progression Strategies: Why You Fall Behind when You Stand Still -- Entry-Level Fees -- Transition to "Going Concern" -- Transition to Word of Mouth -- Transition to Brand Phase -- Transition to Ultimate Consultant -- The Book's ROI: Alan's Axioms for the "Good Deal" -- Questions to Qualify the Economic Buyer -- Questions to Establish Business Objectives -- Questions to Establish Measures of Success -- Questions to Establish Value -- Questions to Assess Personal Value Contribution -- The Difference Between Inputs and Business Outputs.
650 0 $aBusiness consultants$xFees.
830 0 $aUltimate consultant series.
949 $aHD 69.C6 W466 2002$i31786101564240
994 $a92$bCNU
999 $aHD 69 .C6 W466 2002$wLC$c1$i31786101564240$d3/15/2004$f3/15/2004$g1 $lCIRCSTACKS$mNULS$rY$sY$tBOOK$u11/3/2003