One of the most important questions both new and seasoned consultants MUST answer is: "How much should I charge for my consulting services?"
What your charge and your pricing philosophy determines both your earning potential AND your labor intensity. It's where the rubber hits the road on your eventual income you earn as a consultant and how scalable that income ultimately becomes.
Here's some steps to follow to get you started:
1. Get clear on your pricing philosophy: Contrary to what you have heard, your price isn't determined by the market rate for your methodology or your expertise. You set your price against the value that when your expertise is applied - the value it creates for your clients. Your fee reflects an equitable energy exchange against the results you help create and the incremental value of working with you.
2. When you meet with a potential client - LONG BEFORE you put a proposal in front of them, get...
I am confident that you get how important networking is to your marketing system. You know that its an essential way for you to regularly meet and impress your future clients.
The question is: Are you making the most of these events?
Are you making the most of the events that you invest time and money to attend?
And as importantly - are you taking advantage of the networking events that you may not even realize you're attending every week?
I put together this 10-minute mini-training on "How to Turn Networking Contacts into Consulting Contracts" to give you some instant ideas on how to make the most of your networking opportunities. In this video you'll discover:
Here's a flow chart that shows you step-by-step how to make the most of your networking...
Congratulations! You have taken an important first step towards professional success. Having a world-class website that serves as the center of gravity for your marketing efforts is essential. I am certain that you are expecting a number of results in return for your investment. You want to attract and retain customers/clients. You want to establish yourself as a preeminent provider in your area of expertise. You want to increase your image and brand so that you can charge a premium for your services. And, of course, you want all these efforts to lead to greater sustainable wealth.
Would you believe me if I told you those results, although significant, are a mere scratch on the surface of the potential available to you as you embark on your website development process?
The most significant aspect of website development is the process itself. The results you will actually achieve over time aren’t found in the quality of the material on your site, but in...
Change is hard.
Anyone who tells you otherwise is probably selling you something or in denial.
And the facts are - it really is getting harder.
My evidence - when I first started consulting, it was no problem to get a senior team together for 3 days to plan for strategy and change. Now I'm lucky if I can get them together for 2 hours.
It's not that leaders are less capable or interested in doing the right things today.
It's that they have no bandwidth...at all.
In this episode of my podcast series Consulting Matters: Mastering the Art and Science of Business I will share with you 5 real reasons why change is so much harder today.
Armed with this insight, you will be able to:
When it comes to consulting to change, your first task it to identify what kind of change your client is embarking on. There are actually three types of change, requiring different types of change leadership and consulting support. To ensure that your client's change doesn't become another dreaded "flavor of the month," you need to provide them the right tools that are relevant for the type of change they are considering.
In this podcast from my series Consulting Matters: Mastering the Art and Science of the Business, I will help you distinguish between the three types of change. Armed with this insight you will be able to:
Once you become more...
Change isn't optional but growth is. This is where change agents fit in. They are the ones who ensure that when the marketplace fluctuates and the organization gets larger, the company matures and gets better along the way.
Change agents are those who formally or informally lead change in an organization. The title is reserved for those who see a better world AND must be a part of leading others towards that better world.
In this podcast from my series Consulting Matters: Mastering the Art and Science of the Business, I will introduce you to the four types of change agents. When you understand the different roles these change agents play in their common purpose of creating growth in the organization you will be better equipped to:
One of the biggest transitions consultants go through is figuring out how to help their clients with massive change projects without positional authority. They may see what needs to be done but they don't have the ability to simply direct others towards achieving those outcomes.
In this podcast from my series Consulting Matters: Mastering the Art and Science of the Business, I am going to show you the secrets of leading change without authority which is clearly understanding and owning your role. You see, a consultant is not a leader. A consultant is one who helps a leader by framing the problems that the leader is accountable for solving. Consultants frame the challenges and help provide a roadmap for resolution of challenges. Leaders oversee the implementation of solutions and ensure sustainability.
The first key of being an effective consultant is learning how to...
I have two children. When they were small, they used to go to daycare. What this meant in practicality to me was: two kids + daycare = many fevers and visits to the doctor’s office. As the parent, I was able detect and even treat the fever. However, in order to get rid of the fever, I had to rely on my doctor to discern whether the fever was caused by a bacteria or a virus and, if so, what part of the body the bacteria or virus was infecting. Then the doctor, using her knowledge of how the body functions, was able to prescribe the solution to dealing with the root cause of the fever.
You may be thinking right now, “What does this have to do with consulting to change?”
Let me give you two really important ways:
1. To create real results (vs. expensive band-aids) - your change project needs to be directed towards resolving challenges at the level of cause (not effect).
2. Any change in one...
I'll never forget the moment when I first fell in love with corporate politics. I was asked to lead a massive initiative at Disney to help the operations executives redefine the guest/cast and cast/leader experience. This group of talented (and sometimes competitive) senior leaders had never before embarked on a project of this scope collectively and there was trepidation if creating alignment was going to be like herding cats.
As the consultant on the project, I took a lot of time and care to interview each executive. I deeply listened to each person's perspective on what they thought needed to be accomplished and why it mattered to them. And I wove those perspectives together into project goals and plan that represented the collective whole. Though integrating what might have appeared to be competing priorities into a singular vision and focus, I won buy-in faster than anyone expected (including me!)
What I discovered through this...
One of the biggest lies we all believe in is that "It's nothing personal - it's just business." The truth is that when it comes to organizational change - everything is personal.
Changes that impact workflow and organizational structure affect more than process efficiency and the bottom-line. They also redefine the work that someone does everyday, who is on their team and future career opportunities.
Ask anyone whose job was eliminated as a consequence of organizational change - and they will tell you how personal it felt!
The one thing you need to understand about handling resistance to change is that when it comes to change, it feels to most people, "It's nothing business and it's all personal."
People who resist change are not evil, slow or backwards. Resistance is a natural by-product of how our brains are wired to help us survive.
In this week's podcast I'll be sharing with you a bit of...
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