Hourly Billing is Not Sexy
Billing by the hour may not be sexy but it works. It has kept my family fed for 15 years and it’s the easiest place to start. We recently had a good discussion on pricing strategies in Land a Project NOW!. Someone posted a link to a podcast featuring Jonathan...
Can Your Target Clients Afford You?
Are you running into clients who say you are too expensive? Then you need to lower your prices, right? WRONG! First, you need to make sure your target market can afford you. You may need to make a shift. Second, you need to learn to spot the bottom-feeders...
You Are a Water Faucet Resource
As a consultant, you are a water faucet resource – easy on, easy off. A big part of your value proposition as a consultant is being able to throw you in on a big problem or special situation, often very quickly if it’s urgent, and shut you off as soon as...
Proposals are Hard!
Proposals are hard! I remember my first proposal. It was for a 100-hour market research project and it took me 40 hours to write the proposal! 40 hours to write a proposal for 100 hours of work??? Houston, we have a problem…Proposals are really hard at...
Billing for Travel Time
I am frequently asked how to bill for travel time. There are several factors to consider: How much travel will be involved in the project? How far will you need to travel? What is the total value of the client project?…
How to Create a Value Proposition that Slays
A good value proposition is a short statement of who you are, what you do, and how your services can offer value to customers. It outlines your service and its promise to deliver. The focus is on the benefit to the customer. As Mark Twain once said, “I didn’t have time…
How to Write an Effective Case Study
Case studies are a great way to illustrate the impact of your work. They can provide content for many things: value proposition, elevator pitch, networking discussions, sales meetings and web site to name a few. You may be thinking, “But wait, I’m new to consulting…
How Many Hours Should You Work?
How many hours a week do you think you can bill? In the early days, I thought I could bill at least 40 hours a week and maybe 50 or 60. After all, like you, I had been working upwards of 60 hours a week for several years in my corporate jobs.
The HARDEST Thing About Being a Consultant
The hardest thing any consultant does is bring in the business. Doing the billable work is the easy part. If you are a partner in a big consulting company, what is your top priority? Bringing in the business. Not doing the billable work.