MEMBER QUESTION: I charge $3000 for a first time diagnostic one-day consultation visit to a client but I don't seem to get enough assignments and I get a lot of resistance when I say I charge $3000/day. Any advice?
Sure. Let's "reposition" this completely.
First, don't quote these kinds of assignments, i.e. first-time visits to the client by the day. Look at what you most likely do (or should) for this "one-day" visit:
1. Talk to the client over the phone in advance to determine what the problems/issues are.
2. Then have the client send you information a couple of days/weeks in advance which you review and likely pose questions and request additional information.
3. Digest the acquired information and prepare some preliminary thoughts, recommendations and additional questions to present to the client (and possibly key staff).
4. As a result of your first visit and discussion you may need additional information, pose some new questions, re-prioritize, sort out client/staff reactions, come away with a wealth of new material, have ongoing e-mail phone contact and within a week or so present a formal report with recommendations.
5. Then make yourself available by e-mail/phone for follow-up questions for clarification.
6. Then you and the client can discuss whether you should go on monthly retainer... now that the client has seen the depth of your knowledge, your ability to deal with people and problems, and the likely results for the organization. It's the same "one-day assignment" with just a little on each side and probably what you were planning on doing anyway.
Note: Try packaging/including the expenses in your pricing vs. saying PLUS expenses (which is kind of scary to a first-time client... too open ended). Just say "There will be no charge for expenses for travel, materials, phone calls, or anything else."
Note: This is just one way to go on pricing services and we hope it will stimulate you.
