-
Value-Based Fees (3rd Edition)
- How to Charge What You're Worth and Get What You Charge
- Narrated by: Alan Weiss
- Length: 7 hrs and 29 mins
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Publisher's summary
In the newly revised third edition of Value-Based Fees: 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The author walks you through the many reasons that time-and-materials pricing models are outdated and inadequate and how to convert existing clients to your new value-based fee model.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 find: 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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People starting out in business tend to seek step-by-step formulas or rules, but in reality there are no magic bullets. Rather, says veteran company-builder Norm Brodsky, there's a mentality that helps street- smart entrepreneurs solve problems and pursue opportunities as they arise. Brodsky shares his hard-earned wisdom every month in Inc. magazine, in the hugely popular "Street Smarts" column he cowrites with Bo Burlingham. Now they've adapted their best advice into a comprehensive guide for anyone running a small business.
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This great audio was originally called The Knack!
- By morton on 12-16-11
By: Norm Brodsky, and others
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Angel Investing
- The Gust Guide to Making Money and Having Fun Investing in Startups
- By: David S. Rose
- Narrated by: David S. Rose
- Length: 6 hrs and 42 mins
- Unabridged
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From building your reputation as a smart investor, to negotiating fair deals, adding value to your portfolio companies and helping them implement smart exit strategies, David provides both the fundamental strategies and the specific tools you need to take full advantage of this rapidly growing asset class.
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Very enlightening
- By Keith L. on 04-06-15
By: David S. Rose
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Inbound Selling
- How to Change the Way You Sell to Match How People Buy
- By: Brian Signorelli
- Narrated by: Kevin Stillwell
- Length: 7 hrs and 14 mins
- Unabridged
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Over the past decade, Inbound Marketing has changed the way companies earn buyers’ trust and build their brands - through meaningful, helpful content. But with that change comes unprecedented access to information in a few quick keystrokes. Enter the age of the empowered buyer, one who no longer has to rely on a sales rep to research their challenges or learn more about how a company’s offering might fit their needs. Now, with more than 60 percent of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question.
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Should be titled sales and sales management 101
- By James on 12-11-23
By: Brian Signorelli
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The Lost Art of Closing
- Winning the Ten Commitments That Drive Sales
- By: Anthony Iannarino
- Narrated by: Anthony Iannarino
- Length: 5 hrs and 9 mins
- Unabridged
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Anthony Iannarino has a different approach to closing geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process - if you've set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.
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gems buried in fluff
- By Andrey Norin on 04-13-18
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Finish Big
- How Great Entrepreneurs Exit Their Companies on Top
- By: Bo Burlingham
- Narrated by: Sean Pratt
- Length: 10 hrs and 17 mins
- Unabridged
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When pioneering business journalist and Inc. magazine editor at large Bo Burlingham wrote Small Giants, it became an instant classic for its original take on a common business problem - how to handle the pressure to grow. Now Burlingham is back to tackle an even more common problem - how to exit your company well. Sooner or later, all entrepreneurs leave their businesses and all businesses get sold, given away, or liquidated.
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Begin with the end in mind
- By D. Hartzell on 02-05-15
By: Bo Burlingham
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Strategize to WIN
- The New Way to Start out, Step up, or Start Over in Your Career
- By: Carla A. Harris
- Narrated by: Carla A. Harris
- Length: 8 hrs and 3 mins
- Unabridged
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The Wall Street powerhouse and author of Expect to Win offers a new way to conceptualize career strategies and gives us proven tools for successful change. Whether we're starting out, striving toward a promotion, or looking for a new opportunity, the working world isn’t what it used to be. Wall Street veteran Carla Harris knows this, and in Strategize to Win she gives listeners the tools they need to get started.
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The advice gets stronger with each chapter!!
- By A. G. on 05-05-17
By: Carla A. Harris
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The Only Sales Guide You'll Ever Need
- By: Anthony Iannarino
- Narrated by: Anthony Iannarino
- Length: 5 hrs and 54 mins
- Unabridged
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Anthony Iannarino never set out to become a salesman. He fell into his profession by accident, and now has turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.
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Great read
- By Helpful Review on 10-12-17
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Who
- The A Method for Hiring
- By: Geoff Smart, Randy Street
- Narrated by: Patrick Lawlor
- Length: 4 hrs and 47 mins
- Unabridged
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Geoff Smart and Randy Street offer a simple, four-step method for hiring with confidence, designed for everyone from the CEO on down. Who shows you how to avoid the most common pitfalls of hiring, how to identify "A Players" - people who can perform their job better than 90 percent of the candidates in their field - and how to make sure the best candidate will be excited to join your organization.
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Great book but need PDF of Scorecard material
- By Nancy Walsh on 10-17-12
By: Geoff Smart, and others
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Company of One
- Why Staying Small Is the Next Big Thing for Business
- By: Paul Jarvis
- Narrated by: Paul Jarvis
- Length: 7 hrs and 32 mins
- Unabridged
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Paul Jarvis left the corporate world when he realized that working in a high-pressure, high profile world was not his idea of success. In Company of One, Jarvis explains how you can find the right pathway to do the same, including planning how to set up your shop, determining your desired revenues, dealing with unexpected crises, keeping your key clients happy, and of course, doing all of this on your own. Company of One is a refreshingly new approach centered on staying small and avoiding growth, for any size business.
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Starts out strong...
- By Oliver Nielsen on 05-02-20
By: Paul Jarvis
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The Effortless Experience
- Conquering the New Battleground for Customer Loyalty
- By: Matthew Dixon, Nick Toman, Rick DeLisi
- Narrated by: Matthew Dixon, Nick Toman, Rick DeLisi
- Length: 6 hrs and 37 mins
- Unabridged
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In their acclaimed best seller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they've turned their research and analysis to a new vital business subject - customer loyalty - with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty.
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If you are a CXer, you have to read/listen to it
- By Shirley Campbell on 05-26-23
By: Matthew Dixon, and others
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Consulting frameworks are what consultants use to frame a problem as well as its solution. Consulting is a specialty of problem solving, and these frameworks act as shortcuts to problem solving. It doesn't mean that they are exclusive to consulting! anyone can learn them to help improve their problem solving skills! For the ones interested in joining consulting, practicing 1000 cases doesn’t help if you don’t use a framework consistently. Therefore a better approach for preparation is to understand and memorize the frameworks followed by a few cases only to store the framework in your ...
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The Boston Consulting Group on Strategy
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For more than 40 years, The Boston Consulting Group has been shaping strategic thinking in business. The Boston Consulting Group on Strategy offers a broad and up-to-date selection of the firm's best ideas on strategy with fresh ideas, insights, and practical lessons for managers, executives, and entrepreneurs in every industry. Here's a sampling of the provocative thinking you'll find inside.
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Great essays, poor presentation
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Consulting 101: So You Want to Be a Consultant?
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Thinking of starting a consulting business? Knowing how to craft an effective business plan is the first step. What’s next? Finding clients and knowing how much to charge. Plus, the consultancy must be properly marketed. And don’t forget other aspects of consulting, from answering an RFP to knowing when to walk away from a problem client. This business course from The Teaching Company and lecturer Dr. Allison Friederichs delivers all this and more.
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Nope
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When Fortune 100 corporations are stymied, it's the "McKinsey-ites" whom they call for help. Former McKinsey associate Ethan Rasiel lifts the veil to show you how the secretive McKinsey works its magic, and helps you emulate the firm's well-honed practices in problem solving, communication, and management. Both a behind-the-scenes look at one of the most admired and secretive companies in the business world and a toolkit of problem-solving techniques without peer, The McKinsey Way empowers every business decision maker to become a better strategic player in any organization.
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Great guidance on being an effective consultant
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Elite Sales Strategies
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In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise.
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Renowned consultant and author Peter Block delivers the latest and fourth edition of his bestselling Flawless Consulting, an intuitive and insightful step-by-step guide to the five phases of effective consulting. The book offers a deep exploration of the skills, tools, and behaviors required to successfully influence others. You'll see exactly what you need to say and do to help others achieve their goals, whether you are an internal or external consultant or anyone in a leadership position who wants to build effective partnerships in business, healthcare, education, or community work.
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Million Dollar Speaking
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avoid!!!
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How to Win Client Business When You Don't Know Where to Start
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How to Win Client Business When You Don't Know Where to Start provides a masterclass in teaching the practical techniques and concrete strategies that professional services providers were never taught in school or on the job. Pragmatic lessons take the place of the vaguely defined principles found in competing books to turn listeners from sales novices into rainmakers.
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All professional service providers need to hear
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Street Smarts
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People starting out in business tend to seek step-by-step formulas or rules, but in reality there are no magic bullets. Rather, says veteran company-builder Norm Brodsky, there's a mentality that helps street- smart entrepreneurs solve problems and pursue opportunities as they arise. Brodsky shares his hard-earned wisdom every month in Inc. magazine, in the hugely popular "Street Smarts" column he cowrites with Bo Burlingham. Now they've adapted their best advice into a comprehensive guide for anyone running a small business.
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This great audio was originally called The Knack!
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By: Norm Brodsky, and others
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Better, Simpler Strategy
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Performance
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In Better, Simpler Strategy, Harvard Business School professor Felix Oberholzer-Gee provides executives with a simple tool to cut through technological complexity and market uncertainties. The Value Stick, based on proven economic mechanics, is an extraordinarily powerful tool that helps executives decide where to focus their attention and how to deepen their firm's competitive advantage.
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I just missed Felix reading the book.
- By Jacqueline Wanner on 05-22-21
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Million Dollar Maverick
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- By: Alan Weiss PhD
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- Length: 4 hrs and 18 mins
- Unabridged
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Performance
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Story
When it comes to how to succeed as an entrepreneur, we are besotted with advice. According to best-selling author Alan Weiss, success is a combination of opportunism, very disciplined work, luck, timing, and ignoring most advice. In other words, it means striking out on your own original path to success. In Million Dollar Maverick, he explains that entrepreneurs don't take advice; they create value and then monetize it. They do what they love and are great at and find a way to sell it to people.
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Loved his voice
- By Kendall on 12-23-16
By: Alan Weiss PhD
What listeners say about Value-Based Fees (3rd Edition)
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Daphne Valcin
- 12-09-23
Like a textbook for consultants
I loved how this book has so much practical advice and content that any consultant could immediately use to shift their business. I’m excited to implement all I’ve learned from this text!
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- Sarah
- 06-18-23
Helpful to anyone passionate about delivering value
A must-read for anyone who is passionate about delivering value, and pricing in a way that reflects this value.
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- Michael S. Blake
- 04-03-23
A good read with some useful ideas but has its limitations
I like this book but don’t love it. The plus - it has some really good ideas and the arguments are laid out well. The minuses - there was some stumbling in the reading that should have been edited. Also I just don’t buy that every consultant can value price their services. The book could have used space to talk about how you get to the point where value pricing is realistic. The book wandered off topic for a large part, talking about collecting on late payments . It’s good content but didn’t belong in this book.
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1 person found this helpful
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- Andy
- 07-19-22
Chris Do Sent Me!
I came in barely knowing about consulting work. I left valuing myself. Alan is a phenomenal storyteller. Can't wait to try out the techniques in his book.
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- Samuel Robinson
- 01-16-23
Game Changer
First of all the author reading for himself is interesting and allows for the emphasis on key areas. And the content is very informative. In this format I believe they should've been pDF attached so you can easily access the information
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1 person found this helpful
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- Inktense
- 09-30-24
Generous in advice
I’ve listened to many of the author’s books and this one’s my favorite. There’s a lot of greats advise here. Bold, brash, and advise I aim to live by.
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- L. Counts
- 08-07-24
branding
It was an excellent presentation including the common Do's and the Don't by an actual authority.
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- Antonio M. Garcia
- 06-24-23
High quality book. Missing PDFs on purchase.
Lots of value given in this book and quite practical. Book shines with humor and great rebuttals for real world situations and objections.
Missing PDFS that are mentioned in audio book. Someone at audible needs to update and upload the documents that Alan mentions in the book.
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2 people found this helpful
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- Patrick Ferry
- 05-18-22
super valuable as a coach!
been in real estate coaching & training business for 19 years. I wish I had been reading his books from the begining!
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- Jose Ferrer Josa
- 06-25-23
Pdf missing
The Audiobook doesn’t pay pack without the PDFs that A. Weiss refers to in the audiobook. Therefore my rating has to be poor until I get what if paid for.At the end of the day, value is what I paid for!
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1 person found this helpful