Today I’m going to share with you how to position your offerings and your services so that you can earn premium consulting fees. The example I’m going to use is from my last trip to Japan. I was walking through a very well-known department store in Japan. Anyone that knows me knows I’m not a …
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If you’ve ever entered into a conversation with your ideal buyer only to have your proposal declined because your fees were too high, I feel for you. Unfortunately, it’s not your buyers problem, it’s yours. There are many other reasons your proposal may be declined and the buyer will tell you your fees are too …
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The graveyard is filled with businesses that had cash flow problems. If you’d like to avoid ending up with the same fate, make sure you’re not committing this classic consulting sin. The reason most consultants don’t do this is because they are too scared to ask their clients. Consultants ask me all the time, “my …
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How would you like to increase your consulting income by 50%, 100% even 200% and more…interested? There’s a very simple way to achieve this and I’m going to tell you how… Increase your fees. If you’re currently making an average of $15000 per consulting project, increase your fee to $25000, $40000 or even $80000. Here …
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Imagine offering a client a 10% discount to win the project only to find out you actually took a 33% hit. Ouch! If you’re engaged in time based consulting work you may be surprised to learn that offering your buyer a modest discount can actually reduce your gross profit by a much greater margin. I …
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First I should say that this request is rarer than you may think. This may be the type of client that is unsure of herself and will look for any excuse to get out of a project, delay things and make your life unpleasant in general. If you’ve done a good job of educating your …
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Increasing your consulting fees is one of the quickest and easiest ways to earn more. But it needs to be done right. The more ‘new’ value you provide to your clients with the price increase, the less objections you’ll face. Many consultants experience paralysis around this topic. The idea of losing customers as a result …
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I spoke with a consultant the other day, we’ll call him Terry. He had a question for me, “what should my daily consulting rate be? I’m a manufacturing consultant.” My answer, “I can’t tell you.” Terry: “Why not?!” Me: “Because I don’t know.” Terry: “What? Really? Why don’t you know? Isn’t there a standard rate?” …
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A consultant is someone who, when asked a question, provides an answer and recommends action. In simple terms, they recommend or even tell people what to do. The role of a consultant is to provide advice geared at solving problems or geared to the consulting client taking advantage of an opportunity. The Consultants Role The …
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In my previous article, “Are You Really A Consultant?” I proposed that a consultant is someone who gets paid for providing advice. I assume that if one is getting paid, one is a professional; in other words, seeking to make a livelihood from one’s activities. Many consultants start out working from home. They do so …
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