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Million Dollar Coaching : Build a World-Class Practice by Helping Others Succeed by Alan Weiss

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CHAPTER 7HOW NOT TO LEAVE MONEY ON THE TABLE

MOST COACHES OVERDELIVER AND UNDERCHARGE

VALUE-BASED FEES FOR COACHES

If you leave $100,000 “on the table” each year—that is, if you undercharge by that amount annually—after 10 years you will have lost $1 million that you will never, ever recover. There is no way to retrieve it. If you have been doing that for a decade, you’re a million dollars poorer today.

Of course, you can make sure that you avoid that over the next decade.

Billable time units are the dinosaurs of professional services. Charging by the day or hour (attorneys charge in six-minute increments in most cases) not only is very low-margin work, but is actually unethical. Think about it: if the client is best served by rapid improvement, ...

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