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Cover -- Copyright -- Dedication -- About the Author -- Contents -- Introduction -- Preface to the Second Edition -- Acknowledgments -- Chapter 1: The Concept of Fees -- THE ETHICAL NATURE OF CAPITALISM -- THE MERCEDES-BENZ SYNDROME -- THE IMPORTANCE OF BUYER COMMITMENT, NOT COMPLIANCE -- CRITICAL STEPS FOR BUYER COMMITMENT -- THE BUOYANCY OF BRANDS: HOW BRANDS HELP FEES -- CREATING SHARED SUCCESS -- CHAPTER ROI -- Chapter 2: The Lunacy of Time-and-Materials Models -- SUPPLY-AND-DEMAND ILLOGIC -- ETHICAL CONFLICTS OF INTEREST AND OTHER SMALL MATTERS -- LIMITING PROFITS, OR WHY NOT JUST FORGET DOMANI? -- WHY LAWYERS AND CPAs DO SO POORLY -- EDUCATING THE BUYER INCORRECTLY -- CHAPTER ROI -- Chapter 3: The Basics of Value-Based Fees -- FOCUSING ON OUTCOMES, NOT INPUTS -- THE FALLACY AND SUBVERSIVE NATURE OF "DELIVERABLES" -- QUANTITATIVE AND QUALITATIVE MEASURES AND CRITERIA -- MEASURING THE UNMEASURABLE -- SERVING THE CLIENT'S SELF-INTEREST -- THE SUBTLE TRANSFORMATION: CONSULTANT PAST TO CLIENT FUTURE -- PERPETUAL MOTION, PERPETUAL PROGRESS -- CHAPTER ROI -- Chapter 4: How to Establish Value-Based Fees -- CONCEPTUAL AGREEMENT: THE FOUNDATION OF VALUE -- ESTABLISHING YOUR UNIQUE VALU

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Author

Weiss, Alan

Publisher

Pfeiffer

Published

2008

Language

EN

ISBN

9780470275849

Category

business

Subjects

Computer Science, Management, Fiction

Updated

2026-03-24