Here’s a consulting question I received as part of the “Ask Michael” series:
“Dear Mr. Zipursky
Thank you for your kindness. I am a business consultant and have a problem in my job. Some of my customers ask me about some kind of guaranty about the result of my consulting services. How can I assure them about the results without giving them any guaranty?
Hi S, I believe you should offer your clients a guarantee.
If you’re confident in your skills and know you can produce results for your clients than there is no reason not to provide them with one.
Guarantees are powerful.
They remove the risk associated with paying a consultant.
Any objection or fear a client has in hiring you is significantly reduced when you can offer a meaningful guarantee.
There are many ways to create a guarantee for consultants.
What’s important is that your guarantee gives your client peace of mind and doesn’t back you into a corner.
The right guarantee is based on both parties (you and your client) following through with the responsibilities you’ve agreed to.
It’s a win-win for both of you.