The Contract And Fee Setting Guide For Consultants And ProfessionalsDocument Transcript
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The Contract and Fee-Setting Guide for
Consultants and Professionals (Paperback)
by Howard L. Shenson (Author) quot;Determining your fee structure is probably one
of the most important steps in building and maintaining a consulting
practice...quot; (more) or
Key Phrases: key district decision makers, information passing component,
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Expert advice on how to strike a fair deal and command a fair price… The Contract and Fee-Setting Guide for Consultants &
Professionals No matter how knowledgeable you are in your field….No matter how great your track record….No matter how expert
your advice or impressive your credentials … you jeopardize your client base if you do not instill every phase of your practice with a
consummate professionalism. And for sharp clients, the first clear signs of such a savvy professionalism are the ability to set fees at a
fair market price and offer neat, straightforward contracts with clearly delineated terms. This book teaches you, in a few days, what it
traditionally took people half a lifetime to learn through trial and error. In writing it, the author drew on his more than twenty years as
a business consultant, lecturer, and author to offer you tips on how to ask for and get the fees you deserve and to establish contract
terms that are in the best interests of you and your clients. Throughout he shares his insider’s expertise on:
Determining market value for your services
Establishing per diem or per-project rates and calculating overhead
Advantages and disadvantages of various systems of fee-setting and billing
Six major goals of every contract
Negotiating the contract and avoiding legal pitfalls
About the Author
Howard L. Shenson has twenty years’ experience as a business consultant, renowned lecturer (over 100,000 people have attended his
seminars on marketing consulting and professionals services), and bestselling author. He is the editor and publisher of the
Professional Consultant and Information Marketing Report.
Paperback: 263 pages
Publisher: Wiley (January 1, 1990)
Product Dimensions: 8.8 x 5.8 x 0.7 inches
Shipping Weight: 13.6 ounces (View shipping rates and policies)
Average Customer Review: (6 customer reviews)
Amazon.com Sales Rank: #69,701 in Books (See Bestsellers in Books)
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Inside This Book (learn more)
Determining your fee structure is probably one of the most important steps in building and maintaining a consulting practice. Read the
Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
key district decision makers, information passing component, vocational education delivery, daily labor rate,
program development approach, base retainer, upgrade teacher, resubmit the proposal, proposal narrative, proposal abstract,
staff resumes, functional flow diagram, administrator skills, host directors, terminal objectives, education delivery system,
predecessor project, project time line, outside distributors, proposed consultation, finished proposal, professional staff development,
interim objectives, consultant shall, vocational education programs
Key Phrases - Capitalized Phrases (CAPs): (learn more)
United States, Repeat Tasks
Books on Related Topics | Concordance | Text Stats
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover | Surprise Me!
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Citations (learn more)
This book cites 4 books:
Final report (CCS occasional paper ; no. 6) by Speyside Project on 5 pages
Amazon.com: The Contract and Fee-Setting Guide for Consultants and Professionals: Ho... Page 3 of 7
Public Finance by J. Richard Aronson in Back Matter (1), Back Matter (2), and Back Matter (3)
Real Estate by Rh Value Publishing in Back Matter
Estate Planning Text 7th Edition by Kaplan Financial in Back Matter
11 books cite this book:
Working from Home by Paul Edwards on page 271, and page 603
The Complete Guide to Consulting Success by Howard L. Shenson on page 169, and Back Matter
The Concierge Manual, Second Edition by Katharine C. Giovanni on page 167, and page 173
Consulting for Success: A Guide for Prospective Consultants (The Fifty Minute Series) by David Karlson in Back Matter
The Lawyer's Career Change Handbook: More Than 300 Things You Can Do With a Law Degree, Updated and Revised by Hindi
Greenberg on page 209
See all 11 books citing this book
Books on Related Topics (learn more)
The Complete Guide to
Ready, Set, Practice by Bruce G. Marketing Your Services by
Consulting Success by Howard
Sharky Rick Crandall
Discusses: Discusses: Discusses:
staff resumes proposal narrative daily labor rate
consultant shall functional flow diagram base retainer
vocational education programs interim objectives functional flow diagram
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The Contract and Fee-Setting Guide for Consultants and Professionals (6)
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Million Dollar Consulting: The Professional's Guide to Growing a Practice (71)
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Most Helpful Customer Reviews Most Recent Customer Reviews
18 of 18 people found the following review helpful: A keeper....
This book came just in time. My consulting
What a GREAT resource!, October 31, 2001
practice took off suddenly and I literally
By James Carter (Castro Valley, CA United States) - See all my reviews dashed to amazon to search for a book
with information I could apply right away.
I first picked up this book at the library when starting my consulting agency. I
found it so valuable as a second and third read and as a resource, that I
ended up paying almost $20.00 in late fees. I should have just bought the Published on February 10, 2002 by Nancy S. Kristiansen
book, as should you. I highly recommend it.
There are MANY of these types of books out there, but this is definitely in the The items covered in the book are basic
'Gotta have it' section. I bought it and continually use it as a resource. and need to be discussed. However, the
sample items and some tables used show
data from 1988. This info is not useful.
The greatest part is that it covers some VERY difficult material well. I found
fee setting and the interim and final reports extremely difficult to do before I Published on November 29, 2001 by William H. Lockert
bought this book.
Real world experience
It is important to note that this book is not just for independent consultants, A friend and business owner once told me
but for anyone selling consulting services and other professional services. you can't get business knowledge from a
book. I agree you need to go out and
If you are not sure whether you want it, get it at the library and take a look. actually do it yourself, but she was wrong
Just remember to take it back! that you can't... Read more
Published on July 23, 2000 by Geoff Crawford
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21 of 21 people found the following review helpful: › See all 6 customer reviews...
Great for startups or exisiting businesses!, May 2, 2001
By Joseph Lopez quot;joepezquot; (Austin, TX) - See all my reviews
As an experienced consultant I've found this book to be extremely useful
when I stumbled across it. I've recently started my own consulting practice
and have found this book to contain some really useful information and steps
on setting up your fees along with developing contracts. It reads very easily
and walks you through the process step-by-step. Wish I had found this book
while I worked for a larger consulting company, it would have helped out a
number of times when trying to walk through the process, or as an education
for anyone developing proposales, fees, and contracts. Highly recommend it
for anyone in the consulting field (either solos or working for one of the big
Amazon.com: The Contract and Fee-Setting Guide for Consultants and Professionals: Ho... Page 5 of 7
Comment | Permalink | Was this review helpful to you?
17 of 19 people found the following review helpful:
Very useful cookbook, February 2, 2001
By Don Steiny (Santa Cruz, CA USA) - See all my reviews
My company does software development for Web sites. Making a proposal
that sells and setting fees correctly has been a daunting task. This book has
step-by-step flow charts for determining the proper price and creating
proposals that sell. I have a number of books in the general area, but this one
is our bible.
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