MARC record from Internet Archive

LEADER: 02056cam 2200325Ia 4500
001 ocm31795255
003 OCoLC
005 20220317205705.0
008 950110s1994 riu f 000 0 eng d
040 $aYER$beng$cYER$dOCL$dOCLCQ$dYDXCP$dDRB$dOCLCQ$dOCLCF$dOCLCQ$dOCLCO$dOCL$dSISMU$dOCLCO
020 $a0910924007
020 $a9780910924009
035 $a(OCoLC)31795255
050 4 $aHD4964$b.W45 1994
100 1 $aWeiss, Alan,$d1941-
245 10 $aHow to maximize fee$ in professional service firms :$ba handbook for professionals in consulting, law, finance, architecture, real estate and other personal service firms /$cAlan Weiss.
260 $aEast Greenwich, R.I. :$bSummit Consulting Group,$c©1994.
300 $a52 pages ;$c15 cm
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
338 $avolume$bnc$2rdacarrier
505 0 $aValue must be based upon worth -- Dont' worry about gaining a sale -- Never negotiate fees, negotiate value -- Provide the client with a choice of yeses -- Always ask the QGTRIHF -- Don't sit by the phone. Use it -- The fees to areas of greatest value -- Target a 60% acceptance of proposals -- Never offer to unilaterally reduce your fee -- Share fees using value-added calculations -- Move laterally to new areas of assistance -- Fee changes are solely your decision -- Set fees within prevailing market ranges -- Assess your contribution to the outcome -- Differentiate fees based upon client status -- Fearlessly raise fees for difficult business -- All business is not good business -- Control the velocity of the fee -- Focus on innovation, not "fixing" -- Select your own three keys right now -- Mentor program.
650 0 $aFees, Professional$vHandbooks, manuals, etc.
650 7 $aFees, Professional.$2fast$0(OCoLC)fst00922531
655 7 $aHandbooks and manuals.$2fast$0(OCoLC)fst01423877
938 $aYBP Library Services$bYANK$n1896725
029 1 $aAU@$b000014516168
029 1 $aYDXCP$b1896725
994 $aZ0$bP4A
948 $hNO HOLDINGS IN P4A - 13 OTHER HOLDINGS