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by Alan Weiss
Value-Based Fees, 3rd Edition
Cover
Title Page
Copyright
Dedication
For the Third Edition
Introduction to the First Edition
Introduction to the Third Edition
Acknowledgments
About the Author
CHAPTER 1: The Origins of Value
CHAPTER 2: The Lunacy of Time-and-Materials Models
CHAPTER 3: The Basics of Value-Based Fees
CHAPTER 4: How to Establish Value-Based Fees
CHAPTER 5: How to Convert Existing Clients
Ethics and Fees, Fees and Ethics
CHAPTER 6: The Sublime Nature of Trusted Advisor Relationships
CHAPTER 7: Seventy Ways to Raise Fees and/or Increase Profits Immediately
CHAPTER 8: How to Prevent and Rebut Fee Objections
CHAPTER 9: Setting Fees for Everything Else
CHAPTER 10: Fee Progression Strategies
CHAPTER 11: Volatility Opportunity
Appendix A: Questions for Qualifying the Economic Buyer
Appendix B: Questions for Establishing Business Objectives
Appendix C: Questions for Establishing Measures of Success
Appendix D: Questions for Establishing Value
Appendix E: Questions for Assessing Personal Value Contribution
Appendix F: The Difference Between Inputs and Business Outputs
Index
End User License Agreement
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