Alan Weiss. Value-Based Fees: How to Charge – and Get – What You are Worth (2008)
Weiss’s book tears up the conventional wisdom about billing, exposes its impracticality, explains why it limits profitability, and explains how to get the most for what you do as a consultant. In other words, it’s a book that comes very close to actually delivering on its title (a rarity since publishers appear to believe that you should promise that reading any book will cause a money fairy to drop directly on your head carrying a minimum of a million dollars to hand you tax free). What this book does not do is teach you exactly what to charge for your services. If you are looking for a template with dollar amounts and a fill in the blank approach you are not going to like this book. However, there is so much information about how you should consider pricing and how to price that any thoughtful reader will prefer this approach.
