href="#ulink_055ae056-57b4-5463-9605-094bd01db812">NOTES
17 CHAPTER 7: Seventy Ways to Raise Fees and/or Increase Profits Immediately CHAPTER ROI NOTES
18 CHAPTER 8: How to Prevent and Rebut Fee Objections THE FOUR FUNDAMENTAL AREAS OF RESISTANCE MAINTAINING THE FOCUS ON VALUE BORING IN ON THE SUBJECT OFFERING DISCOUNTS FULL PAYMENT IN ADVANCE USING “SMACK TO THE HEAD” COMPARISONS CHAPTER ROI NOTES
19 CHAPTER 9: Setting Fees for Everything Else KEYNOTE SPEAKING: DON'T CHARGE FOR YOUR SPOKEN WORDS PRODUCTS EXPLORING NEW LUCRATIVE FIELDS AND NOW FOR SOME PERSPECTIVE CHAPTER ROI NOTES
20 CHAPTER 10: Fee Progression Strategies ENTRY-LEVEL FEES TRANSITION TO A “GOING CONCERN” TRANSITION TO PEER-LEVEL REFERRAL TRANSITION TO THE BRAND PHASE TRANSITION TO THOUGHT LEADER AND ICON ALAN'S AXIOMS FOR THE “GOOD DEAL” NOTES
21 CHAPTER 11: Volatility Opportunity VALUE DOESN'T DISSIPATE DUE TO DISTANCE WE DON'T HAVE TIME, WE DON'T HAVE MONEY HOW CAN I HELP YOU? NOTES
22 Appendix A: Questions for Qualifying the Economic Buyer
23 Appendix B: Questions for Establishing Business Objectives
24 Appendix C: Questions for Establishing Measures of Success
25 Appendix D: Questions for Establishing Value
26 Appendix E: Questions for Assessing Personal Value Contribution
27 Appendix F: The Difference Between Inputs and Business Outputs
28 Index
List of Tables
1 Chapter 10Table 10.1 Fee Progression Across Categories
List of Illustrations
1 Chapter 1Figure 1.1 The Watertight DoorsFigure 1.2 The Relationships Between Fees and Buyer CommitmentFigure 1.3 Consulting Business Acquisition SequenceFigure 1.4 Costs from the Expert Versus Investment from the Partner
2 Chapter 3Figure 3.1 Value DistanceFigure 3.2 Transforming Consultant Past to Client Future
3 Chapter 4Figure 4.1 The Value-Based Fees SequenceFigure 4.2 The “Good Deal” EquationFigure 4.3 Strategic and Conceptual Formula
4 Chapter 5Figure 5.1 Revisiting ROI
5 Chapter 7Figure 7.1 Strategic Profiling in Which the Buyer Joins in the Diagnosis
6 Chapter 8Figure 8.1 Filters to Be Overcome to Reach a Buying Decision
7 Chapter 9Figure 9.1 Transforming Consultant Past to Client Future
8 Chapter 10Figure 10.1 The “Success Trap” at Word-of-Mouth and Brand Phases
Guide
1 Cover
