Alan Weiss on Value Based Fees

This video shows a 20-minute (in three segments) interview Alan conducted on the main stage of a major accounting convention in Australia, where he was asked for the third time to fly halfway around the world to help improve business acquisition and fee practices for the same group of hundreds of business owners. You’ll see how and why an owner’s accounting firm was turned around from an apparently inevitable bankruptcy to a thriving firm providing tremendous rewards for its owner and productive jobs for employees.

In addition to the videos below, here is more on Alan’s new Specialized Consulting and Growth for Boutique Consulting Firms service.

Video Segment (1 of 3):

Video Segment (2 of 3):

Video Segment (3 of 3):

21 thoughts on “Alan Weiss on Value Based Fees

  1. Amazingly insightful. I’ve reviewed a sample proposal that you’d posted somewhere in the past to understand the concept so I loved his explanation of the 3 options. Especially #3 – the amount needs to scare everybody. 🙂

    I’m going to look at introducing that concept in my next proposals. Thanks for sharing these Alan.

    ~ Jenn

  2. Alan…you tell us over and over that the first sale is to ourselves. You and Evan do a marvelous job bringing that to life in these videos. Thanks for sharing this with your community.

  3. I love venders who use time-based billing. They are always less expensive, and I tell them to never read my books.

  4. Really enjoyed those videos thanks for sharing them.

    I really enjoyed the authenticity of them and how fear is often at the heart of the problem and self esteem is the saviour.

  5. He is a wonderful exemplar of building your confidence to change your behaviors and reach new levels. He felt he had no choice at that point. Most of us have choices continually.

  6. The part where he talked about pushing away from pain and what he was doing now, is still more comfortable to him than his fear of the past 12 years. Like the lesser of the two evils. Excellent take-away. 🙂

  7. Alan, those videos were so authentic. They triggered an involuntary reach for “Value-Based Fees” on the shelf beside me! 🙂 Thank you.

  8. WOW Alan! Thanks for the reminder of value based fees! I, like Evan have been surprised again and again how my clients choose Option 3! I now see the link between value based fees and confidence – duh -! Love your work! Thank you!

  9. Nice videos Alan! Been keeping up with you for the last 6 months or so, since I read MDC. The proposal model, along with the other resources have helped me gain that confidence as well. I’m picking up Value Based Fees to reinforce. These videos brought it to life! Thanks.

  10. I watched the three videos showing the young man on stage in Australia.
    He talked about giving clients three options, but did not explain the options.
    Was he giving clients a choice three different levels of service;
    or was it three different payment options?

  11. The kind of consulting I do, is a one on one operation since the topic I consult on is generally not a popular subject in consulting. The market has serious potential for it and I have seen it first hand from what I made last year. After learning about you and keeping up with all of this information, I am going to take this “non-traditional” topic I consult on and turn it into a real legit, valuable consulting practice. When I first started my business, I did have 3 packages, but don’t laugh, the price difference was about $25 (yes dollars lol) difference and I used to freak out about that. The more I watch these videos and read your books I see how absurd I am! After almost 3 years of under pricing and over delivering I am going to rewrite my general packages and re-price them in my head. I know eventually I can find a way to bring it to an upper level with working business to business and by that time I will have the structure ready! Thank you.

  12. Alan,

    Thank you for posting these videos and making them available again. I’ve been in business full-time for the past 4 or so years (after a 20+ year career in IT management) as an IT support consultant for small businesses.

    I find the billing process for projects quite a challenge and these three videos have really given me something to think about.

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