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Alan Weiss
Value-Based Fees
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For the Third Edition
Introduction to the First Edition
Introduction to the Third Edition
Acknowledgments
About the Author
CHAPTER 1 The Origins of Value:
What People Want Is Not as Important as What They Need
ABUNDANCE AGRICULTURE AND THE ARTS
THE ABUNDANCE MIND-SET
WHY YOUR PRESENCE ISN'T REQUIRED
CASE STUDY: THE ARCHITECTS
THE IMPORTANCE OF BUYER COMMITMENT, NOT COMPLIANCE
CRITICAL STEPS FOR BUYER COMMITMENT
THE BUOYANCY OF BRANDS: HOW BRANDS HELP FEES
CREATING SHARED SUCCESS
CHAPTER ROI
NOTES
CHAPTER 2 The Lunacy of Time-and-Materials Models:
Who Wants to Be as Dumb as a Lawyer?
SUPPLY-AND-DEMAND ILLOGIC
CASE STUDY: THE TRAINER
ETHICAL CONFLICTS OF INTEREST AND OTHER MINOR MATTERS
The Basis for Profit
The Client Need Quandary
Conflicts with Client Purchasing Policies
Preserving Client Budgetary Limits
LIMITING PROFITS, OR WHY NOT JUST FORGET
DOMANI?
WHY LAWYERS AND CPAS DO SO POORLY
Attorneys
Accountants
Search Firms
CASE STUDY: ARTHUR ANDERSON
EDUCATING THE BUYER INCORRECTLY
Prospect Education Checklist
THE MERCEDES-BENZ SYNDROME
Thirteen Questions for Establishing Value with the Buyer
CHAPTER ROI
NOTES
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