INSEAD Library

Includes index

Digitized

Contents Value- Based Fees Value- Based Fees Introduction Preface to the Second Edition Acknowledgments XV xvii xix CHAPTER 3 The Concept of Fees Will People Actually Give Me Their Moneyfor M y Advice? The Ethical Nature of Capitalism 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 Chapter ROI Interlude: A Case of Bottom-Line Blindness CHAPTER 2 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 Chapter ROI CHAPTER - 3 The Basics of Value-Based Fees . It's Better to Be an Artist Than to Be an Engzneer Focusing on Outcomes, Not 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 Chapter ROI Interlude: The Case of the Annoying Accountants CHAPTER A How to Establish Value-Based Fees VYou 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 Chapter ROI 68 72 75 79 82 CHAPTER 5 How to Convert Existing Clients 85 Correcting Your O w n Mistakes Setting Priorities Among Existing Clients Offering New Value Finding New Buyers Within Existing Clients Finding New Circumstances What If Clients Resist Conversion? Abandoning Business Chapter R T O 86 Interlude: The Case of the Loaded Loading Dock CHAPTER 6 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 Chapter ROI Ethics and Fees, Fees and Ethics: A Midbook Practicum CHAPTER 7 Seventy Ways to Raise Fees and/ or Increase Profits Immediately 141 Act Today and Receive the Bass-o-Matic Free of Charge! Chapter ROI 159 Interlude: The Case of the Rebounding Retainer CHAPTER 161 9, How to Prevent and Rebut Fee Objections 163 Since You've Heard Than All Before, How 1 Can You Not Know A1 the Answers? , The Four Fundamental Areas of Resistance Maintaining the Focus on Value Boring In on the Subject Offering Discounts Using "Smack to the Head" Comparisons Ignoring the Competition Chapter ROI 165 1 70 173 176 177 179 181 Interlude: The Case of the Perverse Purchasing Agent CHAPTER 183 Q . ' Setting Fees for Nonconsulting Opportunities 185 How to Make Money While You Sleep, Eat, Play, and Make Money Elsewhere Keynote Speaking: Don't Charge for Your 186 Spoken Words Highly Leveraged Practices for Working with Bureaus 190 Products 192 Exploring New Lucrative Fields And Now for Some Perspective Chapter ROI c HA PT E R 3 a_ Fee Progression Strategies Why You Fall Behind When You Stand Still Entry-Level Fees Transition to a "Going Concern" Transition to Word-of-Mouth Transition to the Brand Phase Transition to the Ultimate Consultant The Book's ROI: Alan's Axioms for the "Good Deal" , Interlude: The Case of the Fee Feng Shui CHAPTER 11- Technology and Fees Greater Wealth in the Brave New World The Service Enhancement The Publishing Prerogative The Remote Consultant Passive Income The Bottom Line Chapter ROI APPENDIX A=- Questions for Qualifying the Economic Buyer Questions for Establishing Business Objectives APPENDIX q: APPENDIX <:m+G* r. Questions for Establishing Measures of Success Questions for Establishing Value 245 APPENDIX 247 APPENDIX Questions for Assessing Personal Value Contribution 249 The Difference Between Inputs and Business Outputs Index APPENDIX F:, 251 253