Value-Based Fees: How to Charge – and Get – What You’re Worth by Alan Weiss

Outstanding summary of how to set yourself up as a consultant

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Before a colleague of mine recommended this book I used to charge my fee
per hour but not anymore.

As Agile Coach it is difficult to explain what is the value of my work because of
that I was wondering about how to express the profit that client will get
thanks to my coach. Fortunately, a colleague of mine told about a book
that explains in detail the different item to take into account to calculate
my coach’s value.

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.

 

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Mario Lucero

Mario Lucero

I am all about helping companies to adopt agile as methodology in Chile. Why? I believe many organizations think that agile is not for Chilean companies because of Chilean culture is totally different from i.e. USA culture but I worked with Chilean professionals who after using agile realized it is feasible to implement it. Agile works in small and large projects and there are many evidences which demonstrate this.

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