基于价值的收费
Value-based fees
Alan Weiss · 初版 2002 年
12人推荐
13位读者提及
17次提及
为什么值得读
- 倡导基于业务价值而非工作时间进行收费
- 避免在提案时陷入为每小时费率辩护的困境
- 帮助咨询顾问迅速改善盈利水平与定价策略
在其经典著作的这版全面修订版中，Alan Weiss 指出咨询费仅取决于两点：买方所感知到的交付价值，以及买方与咨询顾问遵循职业操守行事的意愿。然而，许多顾问未能理解感知价值才是收费的基础，或者未能将自身建议的重要性转化为客户认知中的长期收益。还有一些人缺乏支持向客户交付高价值的勇气与信念体系，从而将收费降低到与
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……http://personalmba.com/best-business-books/）过去十年里我轻轻松松在买书上花了 1 万美元（在培训上花了 2 万多美元），完全想不到还有哪种投资的 ROI 能有哪怕稍微接近这个水平的。举个例子：读完 Alan Weiss 的《Value-Based Fees》之后，我的盈利能力几乎一夜之间翻了三倍。那本书才 40 美元。要是把我推荐书单里的书全买下来，大概也就花你 1500 美元左右。（要是去图书馆，或者只买……花得就更少了）
…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…
你应该考虑读读 Alan Weiss 的几本咨询类书籍。他非常推崇基于项目/价值的收费方式（project/value based fees），而不是按工时收费（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=...…
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=...…
……“咨询费其实只取决于两件事：所提供的服务是否具有足以支撑该费用的感知价值，以及双方是否都抱有符合商业道德的合作意愿。”建议阅读《Value Based Fees》> http://www.goodreads.com/book/show/1145457.Value_Based_Fees
…"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
……建议的）？那甚至都算不上什么离谱的数字，可你已经不得不去为 240 美元/小时的费率做辩护了。你真想每次给项目做 pitch 时都要争辩这事儿吗？强烈建议读读 Alan Weiss 写的《Value Based Fees》。[1] [1](https://www.amazon.com/Value-Based-Fees-Charge-Youre-Worth-e...)
…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...)
关于这个话题有一本好书：https://www.amazon.com/Value-Based-Fees-Charge-Youre-Worth/d...
Here's a great book about this topic: https://www.amazon.com/Value-Based-Fees-Charge-Youre-Worth/d...
赶紧去读艾伦·韦斯（Alan Weiss）的这几本书："Getting Started in Consulting" - http://personalmba.com/review/getting-started-in-consulting/ "Value-Based Fees" - http://personalmba.com/review/value-based-fees/ （链接是我写的简评 / 概述。）
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.)