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Value-Based Fees: How to Charge What You're Worth and Get What You Charge
In the newly revised third edition of Value-Based How to Charge What You're Worth and Get What You Charge, best-selling author, speaker, and renowned consultant Dr. Alan Weiss delivers a thoroughly updated guide to proposing, and receiving, consistently high fees that are based on the value you deliver to each client you serve.
The author walks you through the many reasons that time-and-materials pricing models are outdated and inadequate and how to convert existing clients to your new value-based fee model. He also discusses fundamental new developments in consulting, including the remote delivery of services, the waning market power of the consulting giants, economic globalization, and the shift from project work to advisory work.
Among the step-by-step techniques and strategies provided in the book, you'll how to establish value-based fees, including determining your unique value and creating a "good deal" dynamic; how to create, capitalize on, and market to trusted advisor relationships; and how to implement fee increases immediately, prevent and rebut fee objections, create consulting products, and explore lucrative new fields. Perfect for newcomers to the consulting field as well as time-tested veterans, Value-Based Fees is an indispensable guide for every solo consultant, entrepreneur, and small consulting firm.
The author walks you through the many reasons that time-and-materials pricing models are outdated and inadequate and how to convert existing clients to your new value-based fee model. He also discusses fundamental new developments in consulting, including the remote delivery of services, the waning market power of the consulting giants, economic globalization, and the shift from project work to advisory work.
Among the step-by-step techniques and strategies provided in the book, you'll how to establish value-based fees, including determining your unique value and creating a "good deal" dynamic; how to create, capitalize on, and market to trusted advisor relationships; and how to implement fee increases immediately, prevent and rebut fee objections, create consulting products, and explore lucrative new fields. Perfect for newcomers to the consulting field as well as time-tested veterans, Value-Based Fees is an indispensable guide for every solo consultant, entrepreneur, and small consulting firm.
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Published March 15, 2022
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About the author
Alan Weiss
136 books125 followersLibrarian note:
There is more than one author in the GoodReads database with this name
Alan Weiss is an American entrepreneur, author, and public speaker
There is more than one author in the GoodReads database with this name
Alan Weiss is an American entrepreneur, author, and public speaker
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Displaying 1 of 1 review
February 19, 2026
Back in my early freelance days, I didn’t fully understand how pricing should work and I wish I’d had this book then.
Your clients deserve a fair price, and you deserve to make a sustainable living so you can keep doing the work that helps them grow. It’s not about logging hours, it’s about delivering value.
If you’re a consultant, strategist, creative, or service pro trying to reframe your pricing mindset, this one’s a must-read.
Your clients deserve a fair price, and you deserve to make a sustainable living so you can keep doing the work that helps them grow. It’s not about logging hours, it’s about delivering value.
If you’re a consultant, strategist, creative, or service pro trying to reframe your pricing mindset, this one’s a must-read.
Displaying 1 of 1 review