
Download the free Kindle app and start reading Kindle books instantly on your smartphone, tablet, or computer – no Kindle device required. Learn more
Read instantly on your browser with Kindle Cloud Reader.
Using your mobile phone camera, scan the code below and download the Kindle app.


Value-Based Fees: How to Charge What You're Worth and Get What You Charge Hardcover – Sept. 22 2021
Alan Weiss (Author) Find all the books, read about the author and more. See search results for this author |
Amazon Price | New from | Used from |
Kindle Edition
"Please retry" | — | — |
Audible Audiobook, Unabridged
"Please retry" |
$0.00
| Free with your Audible trial |
Hardcover
"Please retry" | $74.29 | $74.29 | — |
Enhance your purchase
The latest edition of the leading guide to consulting engagement pricing, from the “Rock Star of Consulting” Alan Weiss
In the newly revised Third Edition of Value-Based Fees: How to Charge – and Get – What You’re Worth, best-selling author, speaker and renowned consultant Dr. Alan Weiss delivers a thoroughly updated guide to proposing, and receiving, consistently high fees that are based on the value you deliver to each client you serve.
The author walks you through the many reasons that time-and-materials pricing models are outdated and inadequate and how to convert existing clients to your new value-based fee model. He also discusses fundamental new developments in consulting, including the remote delivery of services, the waning market power of the consulting giants, economic globalization, and the shift from project work to advisory work.
Among the step-by-step techniques and strategies provided in the book, you’ll find:
- How to establish value-based fees, including determining your unique value and creating a “good deal” dynamic
- How to create, capitalize on, and market to trusted advisor relationships
- How to implement fee increases immediately, prevent and rebut fee objections, create consulting products, and explore lucrative new fields
Perfect for newcomers to the consulting field as well as time-tested veterans, Value-Based Fees is an indispensable guide for every solo consultant, entrepreneur, and small consulting firm.
- ISBN-101119776929
- ISBN-13978-1119776925
- Edition3rd
- PublisherWiley
- Publication dateSept. 22 2021
- LanguageEnglish
- Dimensions19.56 x 3.56 x 23.88 cm
- Print length304 pages
Frequently bought together
- +
Customers who viewed this item also viewed
Product description
From the Inside Flap
The solo consulting industry has experienced dramatic developments that have reshaped the profession. From remote project delivery to the potential to attract a global client base, sole practitioners face challenges and opportunities barely dreamed of a decade ago. One thing that’s remained constant, however, is the importance of setting appropriate and profitable fees. In the completely revised Third Edition of Value-Based Fees, the “Rockstar of Consulting,” Alan Weiss, delivers a practical and effective guide to setting fees based on the value you deliver to your client. You’ll learn to propose, and receive, consistently impressive fees that more accurately reflect your worth than time-and-materials pricing models.
The bestselling author walks you through how to attract new clients using a value-based fee model and how to convert existing clients to your new system. You’ll get step-by-step techniques and strategies you can use to determine the monetary value of your services and how to create a “good deal” dynamic.
The book covers how to create, capitalize on, and market to trusted advisor relationships, avoid and rebut fee objections, create new consulting products, and explore lucrative new fields in the solo consulting space. Value-Based Fees also includes formulas to implement when you’re engaged in collaborative work or subcontracting out a job.
Perfect for new solo consultants as well as veterans of the field, Value-Based Fees, is a must-read resource for every consultant, entrepreneur, and boutique firm seeking to get paid what they’re worth. Let one of the world’s leading solo practitioners show you the blueprint to unlocking your income potential.
From the Back Cover
Learn to get paid what you’re worth with the latest advice from the “Rock Star of Consulting” Alan Weiss
In Value-Based Fees: How to Charge What You’re Worth and Get What You Charge, world-renowned solo consultant and bestselling author Alan Weiss draws on his decades of experience building a leading consulting firm to show you how to transform the way you deliver services to your consulting clients.
Written specifically for boutique firm owners and solo consultants, both novice and professional, the book shows you how to base your prices on the value you deliver to your clients. Urging the abandonment of ineffective and outdated time-and-materials pricing models, the author discusses step-by-step strategies and techniques for implementing value-based pricing in the context of the latest developments in consulting.
You’ll learn how to increase your fees immediately while dealing effectively with objections and pushback, to create consulting products that bring in continuous outcome, and explore expanding and exciting new areas of consulting.
Ideal for solo consultants and practitioners, independent professionals, entrepreneurs, solopreneurs, and anyone else responsible for revenue generation, Value-Based Fees is an invaluable roadmap to getting paid what you’re worth.
About the Author
ALAN WEISS, PHD, the “Rock Star of Consulting,” is one of the world’s most successful solo consultants. A bestselling author and speaker, he runs Summit Consulting Group, Inc., which serves some of the most recognizable brands in the world, including Merck, Hewlett-Packard, GE, and Mercedes-Benz.
Don't have a Kindle? Get your Kindle here, or download a FREE Kindle Reading App.
Product details
- Publisher : Wiley; 3rd edition (Sept. 22 2021)
- Language : English
- Hardcover : 304 pages
- ISBN-10 : 1119776929
- ISBN-13 : 978-1119776925
- Item weight : 638 g
- Dimensions : 19.56 x 3.56 x 23.88 cm
- Best Sellers Rank: #347,199 in Books (See Top 100 in Books)
- #36 in Pricing
- #37 in Pricing Management
- #184 in Business Development Textbooks
- Customer Reviews:
About the author

Alan Weiss: Biographical Sketch
Alan Weiss is one of those rare people who can say he is a consultant, speaker, and author and mean it.
His consulting firm, Summit Consulting Group, Inc., has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, State Street Corporation, Times Mirror Group, The Federal Reserve, The New York Times Corporation, Toyota, and over 500 other leading organizations.
He has served on the boards of directors of the Trinity Repertory Company, a Tony-Award-winning New England regional theater, chaired the Newport International Film Festival, and been president of the board of directors of Festival Ballet Providence.
His speaking typically includes 20 keynotes a year at major conferences, and he has been a visiting faculty member at Case Western Reserve University, Boston College, Tufts, St. John’s, the University of Illinois, the Institute of Management Studies, and the University of Georgia Graduate School of Business. He has held an appointment as adjunct professor in the Graduate School of Business at the University of Rhode Island where he taught courses on advanced management and consulting skills to MBA and PhD candidates. He once held the record for selling out the highest priced workshop (on entrepreneurialism) in the then-21-year history of New York City’s Learning Annex. His Ph.D. is in psychology. He has served on the Board of Governors of Harvard University’s Center for Mental Health and the Media.
He is an inductee into the Professional Speaking Hall of Fame® and the concurrent recipient of the National Speakers Association Council of Peers Award of Excellence, representing the top 1% of professional speakers in the world. He is a Fellow of the Institute of Management Consultants, one of only two people in history holding both those designations.
His prolific publishing includes over 500 articles and 60 books, including his best-seller, Million Dollar Consulting (from McGraw-Hill) now in its 30th year and sixth edition. His newest is Legacy: Life is not about a search for meaning but the creation of meaning (Routledge, 2021). His books have been on the curricula at Villanova, Temple University, and the Wharton School of Business, and have been translated into 15 languages.
His career has taken him to 60 countries and 49 states. (He is afraid to go to North Dakota.) Success Magazine cited him in an editorial devoted to his work as “a worldwide expert in executive education.” The New York Post called him “one of the most highly regarded independent consultants in America.” He is the winner of the prestigious Axiem Award for Excellence in Audio Presentation.
He is the recipient of the Lifetime Achievement Award of the American Press Institute, the first-ever for a non-journalist, and one of only seven awarded in the 65-year history of the association. He holds an annual Thought Leadership Conference which draws world famous experts as speakers.
He has coached former candidates for Miss Rhode Island/Miss America in interviewing skills. He once appeared on the popular American TV game show Jeopardy, where he lost badly in the first round to a dancing waiter from Iowa. Alan is married to the lovely Maria for 54 years, and they have two children and three granddaughters. They reside in East Greenwich, RI with their dogs, Coco and Bentley, a white German Shepherd.
Customer reviews
Top reviews from other countries


One of those books that has to be read