Consultants and coaches can make the mistake of viewing negotiation over fees as a win/lose, adversarial process. I’ve come to think of discussions about scope and fees as Fee Discovery—finding a combination of these that will work for both you and your client.
“Nobody walks by Mountain Crossings without stopping. The combination hostel and gear store and hiker aid station sits quite literally on the Appalachian Trail. Each year, up to 2,000 thru-hikers drop in. Some just pause to grab spare batteries and…
“What we have here is a failure to accumulate.” Ernest P. Worrell (Jim Varney) It’s tough to accumulate the money your business needs, and that you need, if you’re undervaluing yourself and your work. Unfortunately, that’s all too common whether…
The stage is set. You have worked hard to qualify your lead, and you’re sure you understand your prospect’s needs. The time has arrived for you to deliver a proposal that will knock their socks off, and then it happens.…
The more you can differentiate yourself from others who do what you do, the less you need to charge what everyone else charges. That said, it’s often useful (and reassuring) when you can get a good sense of other people’s…
If you ever struggle with how to set your consulting or business coaching fees, attend MBO Partners’ webinar The Less-Traveled Road to Increasing Your Revenue. It’s on February 12, 2015. (It’ll be available later as a recording, too.) Whether you’re just…
As an independent consultant or coach, are you earning what you are worth? One element of achieving that goal is charging fees that are consistent with the value you create for your clients. Consulting and business coaching are especially well-suited…
