The Option of Multiple Yeses

Always give the prospect multiple options. Not giving options usually means you just increased your chances of not getting their business. Know any stores that sell one thing and one thing only? Giving people options allows them to feel in control, which always increases the odds that they will buy. As you put your proposal together, give some thought to how you ... Continue Reading

The Fastest Way to Increase Consulting Profits

If you're still charging by the hour and are happy trading your time for money then skip this article. Best of luck to you. But if you understand that value-based fees are the single fastest way to exponentially increase your income without having to work longer hours, then read on. First, understand that value-based fees take you out of a task-oriented ... Continue Reading

The Myth of Strengths and Weaknesses

Our modern day school system would have us believe that if we're weak in a subject (Math, English etc.) that we should study longer, harder and smarter in order to make our weakness stronger. This can be a healthy thing for us early in life; we all need to spell, read, and count money to a minimum sustainable level. But why do we believe we need to develop a ... Continue Reading

The Definitive Guide to Not Selling Anything

When you made your "big leap" as an independent business consultant, there were several defining reasons why you decided to stick your neck out and become a member of one of the world's greatest professions. As time passed however, you realized that the practice of consulting was very different from the act of selling your consulting services. You suffered ... Continue Reading

Determining Your True Hourly Base Rate

Time to start deciding what you will charge. The first thing you need to do is to determine your “true hourly base rate.” However, this rate is for your information only, not for your clients. It is the hourly price you will use to calculate what you will charge based on the overall effort you will put in, and the return you would like to get for that effort. It is not ... Continue Reading

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