10.6. THE BOOK'S ROI: ALAN'S AXIOMS FOR THE "GOOD DEAL"
If you've taken this book off the bookstore shelf to glance at these final few pages, forget it. You're not going to be helped without reading the prior two hundred or so. But for those of you who have come with me this far as active participants, I'd like to make some final observations and provide some final provocations.
10.6.1. You Are Entitled to Be Compensated for Your Value
We live in a capitalist system, which works better than all others. People believe in such a system that they get what they pay for. However, the first sale is to yourself. You must believe that you are entitled to fair remuneration, and you must appreciate your own value.
Creating shared success with the client is the best way to create shared value, at any time in one's career but particularly early in that career. The "good deal" occurs when the client believes you've been a bargain in terms of the results you've helped produce, and you believe you've been paid very well.
It is never too early to begin branding what you do, how you do it, and who you are so that perceived value is even higher. The only source for a fee is perceived value. There is no limit to perceived value and hence no limit to fees. The worst limitation is probably in your own mind.
10.6.2. Basing Fees on Time or Materials and Not on Value Is Simply Crazy
There is no law of supply and demand in the consulting profession. Good times and bad times economically don't matter, ...
Get Value-Based Fees: How to Charge—and Get—What You're Worth: A Guide for Consultants, Second Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
