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...

There's a huge misconception about the purpose of proposals for business consultants. Many business and management consultants mistakingly view them as a sales vehicle. If this is you, listen up. The mistake begins when the consultant receives an inquiry from a...

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...

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...

In consulting, perhaps one of the most recurrent reasons for poor profits is undercharging. It’s unfortunate, because it has less to do with not understanding what should be charged and more to do with the consultant’s lack of confidence, insecurity, or most commonly...