What Should B2B Consultants Charge Clients? An Updated Strategic Guide To Setting Your Fees
Pricing isn't a game of guessing what the maximum a client is willing to pay - but a choice of strategies you're pursuing. Here are are seven strategies to consider.
Hi, I’m Rich, welcome to my consultancy newsletter. Please subscribe and check out my best articles.
I covered this topic a year ago. It’s one of my most popular posts and already needs an update.
The Problems With Guessing The Maximum A Client Is Willing To Pay
You’re going to waste a lot of time on projects which won’t go anywhere
Many new consultants take a crude approach to setting their rates.
They ask a few questions to tease out what kind of budget a client might have, estimate the maximum a client is willing to pay, and hope for the best.
There are several problems with this approach.
You will waste time chasing no-go projects. If you’re trying to guess the maximum a client will pay, then it’s likely the client has no idea what your services are likely to cost. this means you will waste a lot of time pursuing projects which will be rejected. Your final quote shouldn’t be a shock because you’ve already checked you’re in …
