September 2021
Intermediate to advanced
304 pages
6h 20m
English
Content preview from Value-Based Fees, 3rd Edition
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Introduction to the Third Edition
We speak today of “disruption” and “volatility.” With the original version of this book over a decade ago, nearly 20 years ago, I disrupted the consulting profession with the concept of billing for value and not time.
Today, professional services organizations, from law firms to accountants, from architects to professional organizers, are evolving toward value-based fees (though some are mammals and some are still dinosaurs).
In volatile times, your value is your value. It doesn't matter whether you're on Zoom, or Skype, or you're a holograph levitating in a virtual meeting room. Value is not “presence,” and certainly not physical presence in the traditional sense. In fact, the benefits of meeting without travel, without the expenses of lodging and transport and food, and without the vagaries of rescheduling and postponing at great cost due to uncontrollable factors, make for even greater value in remote interactions.
The $18,000 cited in the introduction to the earlier edition would be $50,000 today. Our value is greater than ever, but it does face that toughest of all sales.
The first sale is always to yourself.
Read on, and let me assist you in closing the deal.
Alan Weiss, Ph.D.
East Greenwich, RI
March 2021
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.