Getting Paid What You're Worth

Clients and consultants alike usually dread fee discussions. The new article in The Guerrilla Consultant gives six strategies to help you preserve your profit margins and your client relationships as you work through pricing discussions.

Comments

[Manish B. Gajria]

Good article with good tips. Out of our experience it depends on how we position ourselves in the client's mind in the first place and how differentiated are we from the competition. I really do not know about other areas of work, but we are into brand design and marketing communications strategy + implementation - about 11 years in the business. The first 6 - 7 were ups and down and really difficult in terms of sticking to our quoted prices. However in the 7th year we started positioning ourselves as specialists for IT, Technology and Outsourcing services (B2B context) as 90% of the work we were doing was anyways in this space. And we suddenly saw clients getting insensitive to price as they started valuing our intellectual capital (accumulated over the years) more than the price. And this was a win-win for all of us - client would get a real specialist and we would get paid better, hence were always motivated to deliver much more than promised and in the best possible manner. So we think positiong yourself well and differentiating from others is really the first step.