Accounting practice & theory (Lambers CPA review)

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Charging Too Much Or Too Little?

Alan Weiss is a true paradigm in delivering value

Value Based Fees Greatly Expanded

an important perspective-changing book - well worth it!

All You Need to Know About Setting Your Fees

Value-Based Fees: How to Chargeand GetWhat You're Worth (The Ultimate Consultant Series)
Alan Weiss
Manufacturer: Pfeiffer
ProductGroup: Book
Binding: Hardcover

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ASIN: 0787955116

Book Description

Value-Based Fees shows consultants how to easily and adroitly educate clients about value determining worth and consequent investment. Unlike the contingency fees of attorneys, Weiss explains, his technique is about establishing a win-win dynamic with clients, while accommodating buyers' egos that "you get what you pay for."

Filled with stories of successful consultants, sample proposals, letters of agreement, and other practical tools, Value-Based Fees' pragmatic advice includes:

Step-by-step guidance on how to establish value-based fees
How to create the "good deal" dynamic in client relationships
Sixty ways to raise fees and increase profits immediately
How to prevent and rebut fee objections
How to use retainers wisely
How to develop fee progression strategies
How to make money while you sleep, eat, and play!

Value-Based Fees clearly explains how to charge for your value--and get--what you're worth, providing the kind of nontheoretical, pragmatic advice that will help to improve any consultant's practice immediately.

Customer Reviews:

Charging Too Much Or Too Little?.......2007-09-08

By this book an discover the truth.

No matter what you're currently charging or planning to charge you'll get some serious guidance from this book.

Alan Weiss is a true paradigm in delivering value.......2007-02-06

The word "paradigm" is hackneyed and overused, but it is totally apt for Alan Weiss' approach. Amazon book-world is filled with management titles that are vain efforts of self-promotion thinly disguised as insight and business wisdom. It takes books like this one, and almost anything else that Alan has written, to restore faith in the enterprise of management publishing.

This book is one of the best examples of providing real value: both to the consultant who wants to build a business and his client who wants results in her organisation. It provides a thousand-fold return on time and money spent in reading- and that is just for the consultant. If every managing partner read this book and applied the results, there would be a lot more quality and less quantity in an industry that often makes up in volume what it lacks in value.

I have not met Alan, yet I would guess that he does not have many reservations about self-promotion. It is a testament to his professionalism that he doesn't let ego get in the way of providing useful advice and practical guidance on getting results from a consulting career and delivering real value in a client engagement. There are many of his books packed with honest and effective techniques, and this is one of the best.

Value Based Fees Greatly Expanded.......2006-12-09

Contrary to another review that says this is a re-hash of old material is absolutely wrong! This book is the best book he has written yet on Mr Weiss's thinking of not only what value based pricing is, but how you figure it out and implement it in your own practice. This is considerably expanded from his book on Million Dollar Consulting. I thought value based pricing was rather simple in that book, but this book expands on and answers all the questions that book created. Well worth the investment and read.

an important perspective-changing book - well worth it!.......2006-11-09

I'm changing careers to an individual consulting practice in personal productivity, and setting fees has been difficult until I read Alan's book. The ideas presented are big, applicable, and completely changed the way I look at work, value, and rates. I've recommended it to everyone in my network, and they've all found it extremely valuable. It's the only book on the topic I've found that actually gives me tools to change the discussion with clients so that the value of my work (which supports commensurate - and higher - fees) is addressed early on. I wrote a bit more about it on my blog, FYI: "Books, value, fees, and major changes in perspective" - [...] Thanks Alan!

All You Need to Know About Setting Your Fees.......2006-10-23

A discussion of fees is something with which many consultants are somewhat uncomfortable, and hourly billings may be an attempt to show we are not ripping the client off. Alan Weiss shows the absurdity and conflict of interest inherent in time based fees - to make more money you are tempted to stretch out your assignments. The buyer on the other hand while watching the meter run, is motivated in the opposite direction. Value is the victim here. The book places the responsibility for educating the buyer about value, squarely on the consultant.

The proper basis for fees, according to Alan Weiss, are client results rather than time or material inputs. Prior conceptual agreement, your belief in the unique contribution you bring to the assignment, and your ability to create a win/win dynamic by providing a choice of yeses all through will enhance your ability to charge based on value.

For existing clients, you are advised to gradually transit them to your new fee strucure, while offering even greater value.

Also treated in the book are how to manage retainers, sixty suggestions for raising your fees, methods for handling the four basic types of objection, and non-consulting opportunities.

All consultants who want to escape having their services treated like a commodity should read this book.

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Value-Based Consulting
Fiona Czerniawska
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This book will complement the author's book on the future of management consultancy. While that book examined the structure and trends in the industry, this book tackles the more micro questions about how consultants understand what clients value and create value for clients. The author is a leading expert on management consulting and this book will help management consultants to do their jobs successfully.

Creating an ethical culture: values-based ethics programs can help employees judge right from wrong.(MCI Inc.)(Cover story) : An article from: Strategic Finance

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Creating an ethical culture: values-based ethics programs can help employees judge right from wrong.(MCI Inc.)(Cover story) : An article from: Strategic Finance
David Gebler
Manufacturer: Institute of Management Accountants
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Book Description

This digital document is an article from Strategic Finance, published by Institute of Management Accountants on May 1, 2006. The length of the article is 3483 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: Creating an ethical culture: values-based ethics programs can help employees judge right from wrong.(MCI Inc.)(Cover story)
Author: David Gebler
Publication: Strategic Finance (Magazine/Journal)
Date: May 1, 2006
Publisher: Institute of Management Accountants
Page: 29(6)

Article Type: Cover story

Distributed by Thomson Gale

Texas-based firm offers analysis, ranking--for a price: questions arise over value of such programs, but information can be beneficial for communities.(Johnson ... article from: Mississippi Business Journal

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Texas-based firm offers analysis, ranking--for a price: questions arise over value of such programs, but information can be beneficial for communities.(Johnson ... article from: Mississippi Business Journal
Lynne Jeter
Manufacturer: Venture Publications
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Book Description

This digital document is an article from Mississippi Business Journal, published by Venture Publications on July 5, 2004. The length of the article is 970 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: Texas-based firm offers analysis, ranking--for a price: questions arise over value of such programs, but information can be beneficial for communities.(Johnson & Associates)
Author: Lynne Jeter
Publication: Mississippi Business Journal (Magazine/Journal)
Date: July 5, 2004
Publisher: Venture Publications
Volume: 26 Issue: 27 Page: 3(1)

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Value-Based Consulting
Fiona Czerniawska
Manufacturer: Palgrave Macmillan
ProductGroup: Book
Binding: Paperback
ASIN: B000OV34WG

Book Description

The book contains new observational results which help to illuminate the hydrodynamic and the magnetohydrodynamic interactions between the disk and halo of our Galaxy and other galaxies from various aspect angles. In particular, the recent discovery of an X-ray corona of our Galaxy and the relation of its X-ray emission to observed impacts of intergalactic gas clouds onto the gaseous galactic disk has motivated the development of new theoretical models. Among these are models for galactic winds, galactic fountains, acceleration of low-energy cosmic ray particles in turbulent velocity fields, magnetic reconnection in the boundary layers of colliding interstellar gas clouds and complete evolutionary scenarios for galactic halos. Finally, the book contains the most up-to-date information about the very popular subject of halo research, the illusive dark matter and the different ways in which dark matter may be hiding from us.

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