Book Review: Value Based Fees


Value-Based Fees, subtitled “How to Charge – And Get – What You're Worth, A Guide for Serious Consultants” is a veritable treasure map that leads to other treasure maps.

It's actually difficult to overstate how much great information is contained between the covers of Alan Weiss' book.

Value Based Fees was first published in 2002, and it quickly became the top book for consultants who needed to figure out how much they should charge their clients for their services.

Weiss has revised this book in this new edition, and he shows how consulting fees are really based on only two things: The value provided in the perception

of the buyer, and the intent of the buyer and the consultant to act ethically. While this sounds like a small distinction, it carries the weight of a $1M idea. The problem, Weiss postulates, is that most consultants just don't understand that the perception of value is the basis of the fee, or that it is necessary for the consultant to articulate the importance of their advice into long-term gains for the client (Again, in the client's perception).

Another problem that Weiss identifies is the fact that consultants often simply don't have the courage nor the actual belief that support the high value they

deliver to clients, and as a result they end up reducing their fees to a level that reflects the consultant's own low self-esteem.

In the end, according to Weiss, consultants are the reason for their own low incomes.

This book aims to change that phenomenon.

The book is filled with stories of successful consultants, and demonstrates in concrete ways how you can educate your clients about the value you're

rendering, and, more importantly, how you can command high fees that are commensurate with the value you render.

The book is filled with step by step guidance, and proven systems for establishing the value of your services and getting clients to pay for that value. This is a hands on book with hands on advice including:

  • Current information on ethical issues.
  • Guidance on making consulting scalable.
  • Key formulas for today's marketplace.
  • New chapters on building wealth and the implication of technology fees.

This book clearly explains how to charge exactly what you're worth and get that price, giving you not theories, but practical advice that will help improve your practice and your income immediately.

Don't be deceived by the book's title or subject matter.  The ideas set forth in this book are not for consultants only, but for anyone who needs to establish and get a higher value for the services or products that they render to their customers and clients.

If you are in any kind of business at all, and even if you are an employee, the ideas, tools, and tactics in this book can revolutionize your life and multiply your income.  Let those with eyes and ears see and hear.  Highly recommended.

Please note: I reserve the right to delete comments that are offensive or off-topic.

  • Dan_mx

    Hey, is this similar to Harlan Kilstein’s Value Based Copywriting?

    •  @Dan_mx Similar concepts and principles. But Harlan’s program is really tailored for copywriters exclusively. Both are valuable resources.

  • I think it is far to say that Alan Weiss is the thought leader on value based fees and if there is anyone who preceded him in advocating value based fees, I am unaware of that. You are right in saying his work isn’t just for “consultants,” it is for anyone that has to market and sell.

  • Looking at the cost of the book on Amazon, $35.50 for the Kindle version…ouch! 
    Are there any works besides this one that you would recommend that are a little easier on the pocketbook? 
    Tempting me right now…of course if my fees went up…guess I could afford it. 🙂

    •  @dhammett  It is a bit pricey, but well worth it. Alan does offer other books for less money, just look at his other offerings on Amazon. For instance, his “Consulting Bible” is only $12. I haven’t read it, but I’m fairly certain that any of his books would offer good value. 

    • Dan_mx

       @dhammett I really feel you on this.  It wasn’t too long ago when I would have flinched at the $35 price on this. (In fact, I still was surprised!)  However, keep in mind that if this book is worth anything at all, then what you pay will be the tiniest fraction of what you get back from it. 
      I mean, this is a book designed to help you charge thousands of dollars on projects that would normally get you hundreds.  If you have the go ahead from Ray and other users you trust that this is the real deal, I would not settle for a book that’s $20 cheaper but not reviewed as highly for this specific subject, which is on charging high fees.   Just buy it.