Value-Based Fees: How to Charge - And Get - What You're Worth

by Alan Weiss

In this thoroughly revised edition of his classic book, Alan Weiss shows how consulting fees are dependent on only two things: value provided in the perception of the buyer and the intent of the buyer and the consultant to act ethically. Many consultants, however, fail to understand that perceived value is the basis of the fee, or that they must translate the importance of their advice into long-term gains for the client in the client's perception. Still others fail to have the courage and the belief system that support the high value delivered to clients, thereby reducing fees to a level commensurate with the consultant's own low self-esteem. Ultimately, says Weiss, consultants, not clients, are the main cause of low consulting fees.

Genres: Business, Nonfiction, Entrepreneurship, Buisness, Business Leadership, Management, Finance

288 pages, ebook

First published January 16, 2002

About the author

Librarian note:
There is more than one author in the GoodReads database with this name

Alan Weiss is an American entrepreneur, author, and public speaker

Reviews

[Margot Note]

"Value is often a function of not agreeing, not being supportive, and not being a 'yes person.' How willing are you to disagree, question basic premises, and refuse impossible expectations?" (22).

"No one cares, really, about how good you are. Clients care about how good they are going to be when you're done with them" (56).

"If you can't articulate your own value, you can't very well suggest value-based fees. Look in the mirror, and practice on the toughest buyer of all. The first sale is to yourself" (74).

"It's not the buyer's job to tell you about 'needs.' In well-run organizations, there may well be no pressing issues. It's the consultant's job to demonstrate need in improving the client's condition through new and better performance" (135).

[Heidi · Rating 3 out of 5]

This is bit dry, but makes a lot of sense. Though the author's arrogance and mercenary (though he would deny it) attitude is a turn-off! I definitely see the logic and benefit of moving away from time & materials-based work whenever possible.

[Joe Nicassio]

If you want to break out of hourly fees, and get paid your worth, this book is a must read.

[Camille Moore · Rating 5 out of 5]

Amazing book for those who are building an agency or want to sell services.

[Kelley · Rating 5 out of 5]

This book was recommended to me and I can easily see why. I think it will be a game-changer. It lays out the case for consultants to charge fees based on the value they offer rather than billing based on time provided to clients. As Weiss notes through well-formulated examples, value-based fees provide a better deal for both clients and consultants. In contrast, time-based fees are inefficient by depriving the consultants of revenue, and not allowing clients who are focused on time to quickly resolve issues and reap the big rewards even if they don’t take as long to achieve.

I first bought the audio version of it but now have purchased the ebook version too because I want to examine the written examples more thoroughly. There is so much information that it’s easy to lose in an audio version. It’s not a cheap book, but it is well worth it based on the abundance of information Weiss conveys to the reader.

[Cameron]

Amazing so far, and I'm only 8 pages in. Weiss is living up to his reputation as one of the most commanding and valuable consultants. The book is shorter than I thought it would be, has a very high stimulating-thought-to-page ratio, and is fun to read as well! Great voice, even while writing about drier sides of subjects.

He really snagged me when he framed consultants as the teachers of the business world. Oh yeah. That's the good stuff.

[Jan Schultink · Rating 4 out of 5]

A bit repetitive, and written by someone who has built his reputation already, and can charge accordingly. Still, this book changed the way I charge clients, so that's pretty high impact.

[Allan Laal · Rating 5 out of 5]

Alan Weiss explains how value based pricing is best both for the client and the service provider
I also recommend Hourly Billing Is Nuts

[Tim Zornes · Rating 5 out of 5]

Fascinating.

[Geørge · Rating 3 out of 5]

კარგი საკითხავია საკონსულტაციო მიმართულებით მუშაობის განვითარებისთვის. აქ მოყოლილია ყველა ის მნიშვნელოვანი დეტალი, რომელიც კონსულტანტს ხდის ღირებულს ორგანიზაციისთვის. ავტორი ღირებულებაზე ორიენტირებული მიდგომის დანერგვას ცდილობს, სადაც კონკრეტული მაგალითებით აღწერს სხვადასხვა ორგანიზაციაში მისი ჩართულობის შემდეგ რა გაუმჯობესდა და რა შეიცვალა.

წიგნის მინუსია, რომ მორგებულია ამერიკულ სტანდარტზე და ბევრი გამოცდილება არ იძლევა იმის საშუალებას, რომ განაზოგადო და მსოფლიო პრაქტიკას მოარგო. ეს ნაწილი მისი "სხვანაირი" გამოცდილების ნაკლებობით შეიძლება აიხსნას, რადგან საერთაშორისო ორგანიზაციები, რომლებიც სხვადასხვა კონტინენტზე და სხვადასხვა ქვეყანაში არიან, მაინც ამერიკული მთავარი ოფისიდან იმართება და იქაური გავლენით მუშაობს. მას მხოლოდ მსგავსი კომპანიებისთვის უმუშავია. ეს ნაწილი წიგნის 1/3-ზე მეტია და ამიტომ ფაქტობრივად ვერაფერში გამოიყენებს არა-ამერიკული პრაქტიკის მქონე მკითხველი.

მსგავსი ნამუშევრების გაცნობა გაძლევს იმის გააზრების საშუალებას, რომ ზუსტად დააიდენტიფიცირო კონკრეტული გამოწვევები, იცოდე მისი გადაჭრის გზები და რეალისტური შედეგი დადო. გაცვეთილი სიტყვა "კონსულტანტი" საერთოდ არ არის ის სისულელე, რაც ახლა ჩვენს რეალობაში ხდება. ამას არაფერი საერთო არ აქვს საერთაშორისო სტანდარტების მუშაობის სისტემებთან და იმ მიდგომებთან, რაც აქ არის აღწერილი და მოცემული.

აუცილებელი საკითხავია მათთვის, ვინც ფიქრობს რომ ამ მიმართულებით განვითარდეს, შესძინოს სააგენტოსა თუ ე.წ. "კლიენტის" მხარეს რაიმე სახის ღირებულება და გამართოს პროცესები, შიდა და გარე კომუნიკაცია; იპოვოს და გამოიკვლიოს არსებული პრობლემები და დასახოს, აასრულოს გადაჭრის გზები. კონსულტაცია შეიძლება ნებისმიერი მიმართულებით, მთავარია კონსულტანტის კომპეტენცია და ორგანიზაციის მოთხოვნები ზუსტად და თანმიმდევრულად ემთხვეოდეს ერთმანეთს. ეს ორმხირივი გზაა, რომელიც შედეგამდე მიდის.

[Antonio · Rating 5 out of 5]

Value‐based fees was the first book by Alan Weiss that I read and it was seven years ago. This book was revelation to me because at that time I struggled how to design fees for my consulting practice.

I decided to read new updated edition of the book and I didn't regret it. I've read almost all the books by Alan Weiss and I found new meaning every time I read something from him.

The main thing about this book is that focuses on the value for the client and this is only thing we should be focusing our interaction with client ‐ how to make client situation better off after the consulting project.

So this is my assessment of the book Value‐based fees by Weiss, Alan according to my 8 criteria:
1. Related to practice - 5 stars
2. It prevails important - 4 stars
3. I agree with the read - 5 stars
4. not difficult to read (as for non English native) - 5 stars
5. Too long (more than 500 pages) - short and concise (150-200 pages) - 4 stars
6. Boring - every sentence is interesting - 5 stars
7. Learning opportunity - 5 stars
8. Dry and uninspired style of writing - Smooth style with humouristic and fun parts - 5 stars

Total 4,75 stars

[Luke Tappen · Rating 3 out of 5]

Good follow-up to Million Dollar Consulting. I found Weiss’ arguments for value-based pricing generally compelling, but then again, I came into this without thinking any other way. Maybe a retainer would be my other choice or expectation, but hourly pricing sounds ridiculous to me. Maybe that’s just the way things are/used to be done, but I agree with Weiss that it doesn’t sound ethical or ideal for any party involved.

There’s a lot here about anchoring your work in outcomes and transformation rather than hours - which I agree with. Not all of it applies directly to the kind of consulting I’m trying to build with Proqür, but it helps shape how I’m thinking about approaching pricing and communicating value.

[Sondra Dellaripa · Rating 5 out of 5]

The book that established my companies culture in valuing our services and programs. It was recommended by my business mentor and I am so grateful to him for this- it helped me overcome the 'imposter guilt' of charging for what I knew and resist the urge to discount myself just to 'prove' my value - weird concept but that's how we think!
Anyway, if you are struggling with establishing your value or if you are just starting our, whether you are trying to gain employment and selling yourself in interviews or own your own business and selling yourself to prospects, this book is essential reading.

[Spencer Brauchla · Rating 5 out of 5]

Personal insight upon completion: “I cannot believe how stupid I was before reading this book”

Picked up from the library on a whim. Despite not being a consultant, I benefited tremendously from concepts Alan taught me. This first introduction gave me countless golden nuggets about “Value,” that I didn’t know I was in desperate need of.

[Jeffrey · Rating 5 out of 5]

Very good on the concept and philosophy around consulting; you're selling your expertise, not your labor, here's what that means.

Also provides very some very good 'recipe' ideas about what kinds of value add services you can sell in addition to your base service (whatever that may be).

[Louise · Rating 4 out of 5]

Even though it's a little outdated (particularly towards the end where it talks about technology), this is full of useful tips, advice, and reminders for setting up a profitable consulting business. Plus, his writing style is engaging, direct, and concise. Recommended!

[Nitin · Rating 5 out of 5]

Invaluable for someone who is starting their own consultancy. Make you think about how you want to charge your customers and how both you and customer will get more value.

[Kathleen · Rating 5 out of 5]

Invaluable for someone who is starting their own consultancy. Make you think about how you want to charge your customers and how both you and customer will get more value.

[Matthew Jacobs · Rating 3 out of 5]

great ideas but kind of think the author is kind of a jerk

[Nacho Bassino · Rating 4 out of 5]

Great intro to the topic, with good examples.

[Camille Moore · Rating 5 out of 5]

Amazing book for those who are building an agency or want to sell services.

[Josie · Rating 5 out of 5]

Tactical and very good! A lot of good information about how to approach discovery calls and structure proposals.

[Josh · Rating 5 out of 5]

Lots of people talk about value pricing, this book actually shows you how to do it.

[Sacha Declomesnil · Rating 4 out of 5]

Helped me change the way I thought my own freelance practice, and the way I set-up my consulting fees.

[Scott · Rating 5 out of 5]

Value-Based Fees: How to Charge - and Get - What You're Worth" by Alan Weiss is an invaluable resource for any consultant or freelancer who is tired of trading time for money and ready to transform their business model. Weiss's approach is revolutionary: he teaches you how to shift from hourly billing to charging based on the unique value you provide to clients. This book is not just about setting higher fees; it's about understanding and conveying the immense value you bring to your clients, making it easy for them to see your worth.

Weiss provides clear, actionable steps to move away from traditional billing structures, packed with real-world examples and persuasive arguments. His writing is straightforward and engaging, covering everything from mindset shifts to practical strategies, like positioning yourself as a true partner rather than a commodity. You’ll learn how to assess your services, communicate value effectively, and create a proposal that both demonstrates your worth and encourages clients to buy in.

The biggest takeaway? Confidence. Weiss empowers you to recognize your own value and gives you the tools to charge what you're truly worth. Since applying his advice, I've seen a remarkable shift in how clients view my services—and my income has followed suit. Whether you’re new to consulting or an experienced pro looking to revamp your approach, "Value-Based Fees" is a game-changer. I highly recommend it to anyone serious about maximizing their earning potential. Five stars!

[Marina Medina · Rating 4 out of 5]

Establishing value with the client is key. If the focus is on the fees and not in value, the client has taken control of the discussion, and the clients focus will never be on maximizing the fees.

Psychologically, people believe they get what they pay for. Consequently, there is a tremendous power in helping the buyer stipulate his or her perceived value from the project and then working to maximize that perception.

Values is often a function of not agreeing, not being supportive, and not being a “yes person.” How willing are you to disagree, question basic premises, and refuse impossible expectations?

Offer a client various value packages.

“My fees are based on my contribution to the value of the outcomes of this project and represent a dramatic return on investment for you and equitable compensation for me.”

Instead of deliverables focus on value and outcomes.

[Morag Barrett · Rating 4 out of 5]

When I launched SkyeTeam Value Based Fees was one of several books by Alan Weiss that I regularly refered to (and still do). I have a strong dislike of an "hourly rate" (incentivises some to work slower and therefore bill more, or penalizes those who are quick and efficient). Value based pricing has allowed me to build a successful international business and ensure that the remuneration I receive and the investment clients make reflect my experience and expertise, and the impact our solutions have for the client business.

I would (and do) recommend this book to everyone in business or considering starting a business.

[Michael · Rating 5 out of 5]

The absolute best book I have ever read of how to price your consulting services. He gives detailed sets of questions you use to establish the value of a project as well as the specific formula of how he calculates his fees. While it may not work in every area of consulting due to industry standards of practice the book is without a doubt one of the top consulting books on the market and should be read by every independent consultant.

[Antti Apunen · Rating 5 out of 5]

This is one of the best books I've read on the topic. It is clear in its advice and offers encouraging examples that are easy to follow. Even for someone -with years of consulting background, Weiss offers food of thought and shows many pitfalls of common consulting practices. A must read for anyone looking means to increase their consulting profits.

[Ravi Warrier · Rating 5 out of 5]

An absolutely must read for a professional, especially if he/she is a consultant. As a founder of a start-up consulting firm, I was a little concerned about developing a fee structure for my services. This book has helped, tremendously.