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The One Piece Of Advice You Need to Get the Fees You Deserve

RainToday.com created a special report  from 12 experts in pricing  professional services, including, I am honoured to say, yours truly.  You can download my article:

"Think of Services in Terms of Value – Not Rates" by Gerry Riskin (author: The Successful Lawyer)

or download the entire 39 page report including all 12 articles by visiting RainToday.com here.

Here is what RainToday.com has to say about its publication:

We've read a lot of advice about fee structure, and there are a lot of people who claim to know it all. But when you boil it all down — what's really important? What do you need to know?  What is the one piece of advice you need to get the fees you deserve?
The expert authors and advice includes:

1.  Convince the Buyer that Value-Based Fees are Best by Alan Weiss, Author, “Million Dollar Consulting”

2.  Price with Confidence! Follow These 10 Steps to Stop Leaving Money on the Table
- Mark Burton, Co-Founder and Vice President of Holden Advisors and Co-Author, “Pricing With Confidence: 10 Ways to Stop Leaving Money on the Table”

3.  A Magic Bullet? No, a Process
- Bruce W. Marcus, Marketing and Strategic Planning Consultant and Editor, The Marcus Letter on Professional Services Marketing

4.    The Best Kept Secret of the Selling World
- Jeff Thull, President and CEO, Prime Resource Group and Author, “Mastering the Complex Sale, The Prime Solution”

5,  If You Don’t Discuss Value, Expect to Discuss Hours
- Ronald J. Baker, Founder, VeraSage Institute and Author, “The Firm of the Future: A Guide for Accountants, Lawyers, and Other Professional Services”

6.  Take Courage: Demand Full Price (And seven steps to get you there)
- John Doehring, Senior Vice President, ZweigWhite
 
7.  Creating Value During the Sales Process
- Tom Snyder, Former CEO, Huthwaite

8.  Build the Relationship One Day at a Time
- Ron Worth, CEO, Society for Marketing Professional Services and Author, “A/E/C Marketing Fundamentals”

9.  Think of Services in Terms of Value – Not Rates
- Gerry Riskin, Co-Founder, Edge International

10.  Discounting Doesn’t Work
- Jeanne Urich, Managing Director, Service Performance Insight
 
11.  Over-Serve Your Best Clients
- Neil Fauerbach, Partner and Director of Business Development and Marketing, Smith & Gesteland, LLP and President, Association for Accounting Marketing

12.  Maximize the Value of Work to Your Clients and Your Firm
- Andrew Sobel, Founder, Andrew Sobel Advisors and Author, “Clients for Life” and “Making Rain”

 

Full post as published by Amazing Firms, Amazing Practices on August 15, 2008 (boomark / email).