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DC event: Earning What You are Worth

May 28, 2011

[tweetmeme source= “sethkahan” only_single=false]Last Friday I did my 3rd Lunch & Learn at Chef Tony’s in Bethesda, Md. I shared what I have learned from implementing Alan Weiss’s value-based fees approach. Alan’s book was a game-changer for me. The title is,Value-based Fees: How to Charge and Get What You’re Worth: A Guide for Serious Consultants.

When I read this book, I realized that time and deliverables (reports, focus groups, meetings, etc) were the wrong things to focus on. They were literally off-target. The bulls-eye is value. I learned why it is so important to know exactly what my client wants (ie, the outcome, impact, or result they are seeking) and how to focus our mutual gaze upon this target to the exclusion of all distractions including time and deliverables.

As a result I have been able to shave hours off of my labor, avoid irrelevant and unhelpful activity, increase quality, and generate greater impact. These in turn lead to higher quality performance, more discretionary time, more money in my bank account, happier clients, and greater repute in the marketplace. Not a bad return on reading a book!

Below is an audio file of my presentation at Chef Tony’s, and here is the hand-out.

[audio https://freelancefortune.files.wordpress.com/2011/05/110527_sethkahanonconsulting.mp3|titles=Seth Kahan on Putting Alan Weiss’s Value-based Fees to Work|width=500]

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