Value-based fees
by Alan Weiss · first published 2002
92% recommend8% neutral
Why HN recommends it
Practical guide to pricing consulting and freelance work by the value delivered rather than hours billed. Its chapters cover each way to set a price and it adapts well to many businesses.
Summarised by Claude from recommending comments
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 comm
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…http://personalmba.com/best-business-books/) I've easily spend $10k in books (and $20k+ in training) over the past ten years, and can't think of any other investment that has an ROI that's remotely close. Example: after reading Value-Based Fees by Alan Weiss, I tripled my profitability pretty much overnight. The book cost $40. Buying every book on my recommended list would set you back about $1,500. (Less if you hit the library, and buy only…
on “I'm 23. I have $3000. How can I best use it to make more money?” ↗You should consider reading some of Alan Weiss' consulting books. He really advocates project/value based fees instead of time based fees. Million Dollar Consulting: http://www.amazon.com/gp/redirect.html?ie=UTF8&location=... Getting Started In Consulting: http://www.amazon.com/gp/redirect.html?ie=UTF8&location=...…
on “Ask YC: What are the going rates for consulting gigs?” ↗…"Fees are actually dependent on only two things: is there perceived value for the services provided that justifies the fee, and do both parties posses the intent of acting ethically." Suggest reading Value Based Fees> http://www.goodreads.com/book/show/1145457.Value_Based_Fees
on “Ask HN: How can I charge my enterprise clients by value?” ↗…suggesting)? That's not even a crazy number and already you're forced to defend the $240/hr rate. Is that an argument you want to have every time you pitch a project? I highly recommend reading the book Value Based Fees by Alan Weiss.[1] [1](https://www.amazon.com/Value-Based-Fees-Charge-Youre-Worth-e...)
on “How to Work Out What to Charge Clients” ↗Here's a great book about this topic: https://www.amazon.com/Value-Based-Fees-Charge-Youre-Worth/d...
on “The Prosperous Software Consultant (2018)” ↗Read these Alan Weiss books immediately: "Getting Started in Consulting" - http://personalmba.com/review/getting-started-in-consulting/ "Value-Based Fees" - http://personalmba.com/review/value-based-fees/ (Links are my short reviews / overviews.)
on “Ask HN: Going freelance. What are your best advice to new consultant?” ↗…for me; even just the chapters that explain each ways to set price are a gem. You can easily adapt it to any business. It is also similar to an post on HN some weeks ago. [2] [1] http://www.amazon.com/Value-Based-Fees-Charge-Youre-Worth/dp... [2] http://sixrevisions.com/business/earn-more-on-projects/
on “How Much to Charge as a Freelancer” ↗…consultative selling. You might even enroll in a professional sales program like Miller Heiman. Ultimately, this is a core competency needed to grow any business. BTW, Alan Weiss has great food-for-thought on Value Based Fees, separates you from the hourly bozos > http://www.goodreads.com/book/show/1145457.Value_Based_Fees
on “How much commission to pay salesperson for selling Consulting Services?” ↗You'll get better at this, but do break out of the hourly trap. Alan Weiss offers excellent advice on the subject...> http://www.goodreads.com/book/show/1145457.Value_Based_Fees
on “Ask HN: New Consulting Client Quandary” ↗Essentialism - Greg McKeown Deep Work - Cal Newport Value-Based Fees - Alan Weiss Technology Strategy Patterns - Eben Hewitt The Road Less Stupid - Keith J Cunningham The Business of Expertise - David C Baker Atomic Habits - James Clear
on “Ask HN: Best books you read in the past decade?” ↗Getting Things Done by D. Allen: I don't really follow the methodology, but it taught me the importance of always having a clear task list for your days and projects you may have. Value-based fees by A. Weiss: I was a freelancer and it taught me the importance of building a relationship that's more than just providing a service. So Good They Can't ignore you by C. Newport: Got my head of the sand…
on “Ask HN: What book has been most influential in your life?” ↗…want to turn into market commodity. Make sure you charge for the value you deliver to your clients, not the time it takes you to run your tools for them. Look into value-based consulting, e.g. the book "Value-Based Fees" by Alan Weiss. I've been doing this with my own tools and tailored code for a good decade, sometimes pulling in multiple 6-figure projects in a year. Good luck!
on “Ask HN: How do you monetize personal code if it's not an "app"?” ↗Read the book, "Value-Based Fees" by Alan Weiss to get some ideas.
on “Ask HN: How do you start charging $2X to an old client?” ↗Value-based fees by Alan Weiss
on “I'm an engineer that needs to sell my services. Any good books on sales?” ↗I never thought I'd do sales. For B2B, read: - The Challenger Sale - Value Based Fees - Pitch Anything
on “Ask HN: How to learn sales?” ↗