September 2008
Intermediate to advanced
286 pages
5h 43m
English
book
Value-Based Fees: How to Charge—and Get—What You're Worth: A Guide for Consultants, Second Edition
by Alan Weiss Ph.D.
Content preview from Value-Based Fees: How to Charge—and Get—What You're Worth: A Guide for Consultants, Second Edition
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Appendix E. Questions for Assessing Personal Value Contribution
Why me? Can any speaker or trainer do this, or do I have special attributes?
Why now? Is the timing particularly urgent or sensitive?
Why is this being handled in this manner? Is there some aspect of the methodologies or relationships that is key at the moment?
What's unique about our relationship? Does the buyer place special trust in me?
What's my unique value added? To what extent can I "guarantee" success and exceed the buyer's -expectations?