Value-Based Fees: How to Charge—and Get—What You're Worth: A Guide for Consultants, Second Edition

Appendix A. Questions for Qualifying the Economic Buyer

• Whose budget will support this initiative?

• Whose operation is most affected by the outcomes?

• Who should set the specific objectives for this project?

• Who will be evaluated for the results of this work?

• Who is the most important sponsor?

• Who has the most at stake in terms of investment and credibility?

• Who determined that you should be moving in this direction?

• Whose support is vital to success?

• Who will people look to in order to understand whether this is "real"?

• To whom do you turn for approval on options?

• Who, at the end of the day, will make the final decision?