CHAPTER 4HOW TO MAXIMIZE FEES
MONEY LEFT ON THE TABLE ISN’T THERE IN THE MORNING
To those of you who turned directly to this chapter to start reading, welcome!
Fees are money paid you as equitable compensation for the value you’ve delivered. I pioneered the concept of value-based fees for consultants when this book was originally published in 1992. It’s the sole method I’ve ever used, and it should be the sole method you use, particularly now.
THE FUNDAMENTALS OF VALUE-BASED FEES
You are paid a fee in an equilibrium that creates a great deal for buyer and equitable compensation for you. With rare exceptions (a single speech, one day of coaching, and so forth), the fee should be based on the value you contribute to the success of the project as ...
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