Orange County Web design, SEO Writing, Internet Marketing::HQZ Experts

Consulting fees are really based on the value the client receives. It doesn’t matter what they pay for the consulting service … as long as they’re receiving value for the fee.  If the client doesn’t have the in-house resources to do the project themselves - quickly or at all - then they’re better off hiring a consultant.

The Bidding Process

Your prospect loves the project — the technology is right — you discuss the technical options — clarify the scope and timeline. And, you almost hear a “yes” on the line, then you discuss your consulting fees and feel a hesitation.  

This reaction may be normal, but likely indicates that the prospect had another amount in mind. You don’t want to immediately offer a lower rate, but you also don’t want to lose the prospect without some further negotiation.

You’ll need to give them reasons why they should hire you and pay your fees.  Diplomacy and open communications are the best approach.

Demonstrate that your services can save them money or help them increase market share (get more customers). Reinforce this with some recent client success stories and provide them with strong references of some of your best fans.

Reiterate your knowledge, experience and successes in this field.  Point out that choosing the less expensive consultant or “winging it” internally will likely result in “less needs met.”  And, they’ll be facing this same situation again very soon because the alternative they chose didn’t work.  

It makes sense to pay the experts to handle the projects that you aren’t equipped to.  Hiring reputable consultants is really part of the cost of doing business smartly.  

Pat Dwight
© 2011