Comments on: Are you ready to talk numbers? http://consultantjournal.com/blog/are-you-ready-to-talk-numbers Learn how to become a consultant, with articles on how to become a consultant, becoming a consultant, setting consulting fees, and more. Mon, 30 Jan 2012 04:06:51 +0000 hourly 1 http://wordpress.org/?v=3.0 By: Tony http://consultantjournal.com/blog/are-you-ready-to-talk-numbers/comment-page-1#comment-124 Tony Wed, 30 Nov -0001 00:00:00 +0000 #comment-124 I try not to talk numbers/fees until they see the proposal with the options, value, and cost all tied together. Your ebook on consulting fees is very helpful to determining your worth and setting a rate that is comparable to the market. I try not to talk numbers/fees until they see the proposal with the options, value, and cost all tied together.

Your ebook on consulting fees is very helpful to determining your worth and setting a rate that is comparable to the market.

]]> By: Andrea http://consultantjournal.com/blog/are-you-ready-to-talk-numbers/comment-page-1#comment-125 Andrea Wed, 30 Nov -0001 00:00:00 +0000 #comment-125 Thanks, Tony. I try not to talk numbers, but some people want to have some idea of how you calculate your rate. I think it's fair to explain your rate -- but to outline all the factors that influence it. However, I would steer away from giving an estimate for the project. Thanks, Tony. I try not to talk numbers, but some people want to have some idea of how you calculate your rate. I think it’s fair to explain your rate — but to outline all the factors that influence it. However, I would steer away from giving an estimate for the project.

]]> By: CCKHSC http://consultantjournal.com/blog/are-you-ready-to-talk-numbers/comment-page-1#comment-126 CCKHSC Wed, 30 Nov -0001 00:00:00 +0000 #comment-126 Stressing obvious benefits is the first thing anyone should do when posing a project to a prospective client. While certainly your prospects are going to be from the beginning thinking, “What’s this going to cost me?” your job is to show them how cost is less important than the overall value they will be getting and the lifetime value of the relationship with you firm in terms of increased effectiveness and improved operations. I think providing a rate card also can help to answer a lot of questions about “price” and also reinforce the benefits they will be getting if they work with you. And, I agree – for your own good, you definitely need to set rates that are competitive with other high-end professional services firms in your industry right off the bat. Stressing obvious benefits is the first thing anyone should do when posing a project to a prospective client. While certainly your prospects are going to be from the beginning thinking, “What’s this going to cost me?” your job is to show them how cost is less important than the overall value they will be getting and the lifetime value of the relationship with you firm in terms of increased effectiveness and improved operations. I think providing a rate card also can help to answer a lot of questions about “price” and also reinforce the benefits they will be getting if they work with you. And, I agree – for your own good, you definitely need to set rates that are competitive with other high-end professional services firms in your industry right off the bat.

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