I just want to show appreciation. I was sent here to listen to this video this morning, Aug. 8th 2020. I am going through a transition period and i'm extremely grateful to have received your gifts, thank you.
its very hard to sell ROI based pricing to clients, except if you can promise with certain outputs live savings or profits. Also, clients who are experienced in procuring consulting services will ask you to cap your hourly or daily rates based on a time estimate, and they will probably tie up project based pricing to milestones or deliverables.
Great presentation, I completely concur with your breakdown..ROI is definitely the way to go, especially if you ARE good at what you do..thanks Michael
Project based is a high risk approach, where a lot depends on the client, the hidden costs and change management. It works when you are able to real come up with a tight project requirements documents,
That's right Krishna. It's important to know the details of a project and everything is involved and then define a very clear scope in order to make project based fees profitable.
Thanks for giving us an overview of these fee structures. I have a Q. I have a new client for a project that I will have to deliver in a few weeks only. I have relevant experience to achieve this. They approached me first. Now if I charge one fixed fee for the project (it's a publication that will be presented at an international event), I 'm afraid that they will push me harder to make sure that they have their money's worth. Wouldn't it make more sense to avoid this by charging hourly? Thanks!
How can you use the ROI model if your clients are non-profits? Of course they would extract value similar to a private business, but just wondering if this model applies the same.
Find the value that the buyer inside of the non-profit cares about. We've worked with many consultants in the non-profit space you can see examples here: www.consultingsuccess.com/consulting-case-studies
How could one get an accurate measure of monetary value provided to gauge a correct ROI % fee? For instance if 10 hours helps company “ACME”save $100,000 a year in expenses, what can the consultant charge? How does one approach the issue of a company undervaluing the effect of said consulting? Wouldn’t a company want to undermine how much a consultant actually helped or netted for them because they have a monetary interest to do so?!
About ROI: I've heard it might become a major problem if client doesn't agree the result came from the project. I think BCG was sued by Gamestop in a discussion about ROI... Unless the return is very measurable and trackable, I wouldn't feel comfortable going with that model...
Great I am just starting online consulting in India where major legal consultants cater to classes. Now that internet penetration is increasing at a rapid pace and people especially the masses are exploited by the legal system. Right advice at reasonable cost is in real demand. If you can give useful insights on my requirement I would be highly obliged. This channel I guess might be really helpful for me.
For ROI fee structure, a question: It feels like our income is now at the mercy of the client's sales team performance? For example, if we deliver leads to the client all day but the ROI is based on closed deals, how are we to work around incompetent sales teams (the sales team is off limits to us.)
Great question Scott. Structure the ROI component around the leads, not deals closed. Figure out what the value of each lead is, what is considered a qualified lead and then connect your payment on that performance. Never structure a performance or value based approach on something you don't/can't control.
Thanks for sharing. This was a great informative video. For me it depends on the client and their needs. * HOURLY is good for a person that has a few questions they need answered right away. I would do a hour long phone call only If they want more I would suggest hiring me as a consultant per project with a set fee * ROI is more for products/events etc you know is going to do well if they follow abc steps * RETAINERS are good for more established clients. Based on my expertise, I probably would not use this but if I was a fashion stylist for example then this would make more sense to me
As an HR consultant for leadership training I find it very hard to find objective results to base the ROI in. Does it have to be connected to financial return or should I target on how much valeu the client sees in having their leaders ready to deal with the challenges?
There is tangible and intangible value. Even with intangibles you can identify tangible value when you go deep enough and ask meaningful questions. We have a lot of resources on this topic: www.consultingsuccess.com/pricing-strategies-for-consultants and www.consultingsuccess.com/how-to-establish-value-in-your-consulting-fees
It should be considered as big Leadership institute then automatically u will come to know how many HR institutes or MBA HR colleges provide in terms of value and how much they charge. And how much value u provide as comparatively to others and then u can easily find the price
Hey, what if ask a Client what this 'Improvement' would be Worth to him and he replies, "It would be priceless OR It would reduce my stress". How shall I put a Price-tag on Intangables? Should keep asking, to get some numbers or should just say; "ok, it's this." ?
Great question Christian. Take a look at this article where Michael talks about how to deal with the intangible side of value and work it into your pricing. www.consultingsuccess.com/how-to-increase-your-consulting-fees-by-communicating-greater-value
Hey how's it going , I have a quick question I'll say. So similar to a lawyer's retainers fee. You pay it and they do what they do until the job is done. With a consulting fee, how many times does the client pay that. If I get paid X, how long does that X last the client. do they pay a monthly fee, bi-monthly, what. Thanks in advance
Hi Antoine, great question. There isn't only one way to set a fee. When using a consulting retainer the most common billing cycle is monthly. There are two types of retainers that consultants can use, watch this video for more details on this: ua-cam.com/video/eku4SsZfNh4/v-deo.html
Great question Jared.There is almost always a way to identify value and ROI. It's simply about asking more questions and going deeper. For example, with Competitor Analysis. What is the reason for them to do the analysis? What will they learn from it? How will that help them to grow? What are their goals for growth? Do they want to grow sales, capture more market share, by how much? The Analysis may be the starting point for them to develop a strategy that leads to growth and that growth has a value. Find out what that is and you're well on your way to understanding the ROI. Does that help?
Dear sir, am Lead auditor certified on 27001 & 22301. I have overall 20 plus years experience in this Information security audit. kindly suggest me, Is there any online platform to get clients for my consultancy business.
I'm running a multi six-figure consulting business and I have to say this is great advice for anyone starting out in Consulting. Well done!
Thanks Patrick. Appreciate the kind words and congratulations on your success!
Lol is this a bot?
This is a bot, I saw the same exact comment on another consulting video
I just want to show appreciation. I was sent here to listen to this video this morning, Aug. 8th 2020. I am going through a transition period and i'm extremely grateful to have received your gifts, thank you.
You're very welcome Nishia. We have many more resources available at www.consultingsuccess.com
its very hard to sell ROI based pricing to clients, except if you can promise with certain outputs live savings or profits. Also, clients who are experienced in procuring consulting services will ask you to cap your hourly or daily rates based on a time estimate, and they will probably tie up project based pricing to milestones or deliverables.
The ROI Based approach is very insightful and I look forward to implementing this into my structure.
Glad it helps and let us know how it goes for you. Here to help.
Am starting my own Operational Risk Management Consulting Business. This is helpful m thank you ☺️
Great presentation, I completely concur with your breakdown..ROI is definitely the way to go, especially if you ARE good at what you do..thanks Michael
Appreciate the comment Deezy! Glad that you enjoyed the video.
Project based is a high risk approach, where a lot depends on the client, the hidden costs and change management. It works when you are able to real come up with a tight project requirements documents,
That's right Krishna. It's important to know the details of a project and everything is involved and then define a very clear scope in order to make project based fees profitable.
What do you mean? Could you give more details or an example? I would consider project-based fees myself so I'd love to hear more
This was awesome! Thanks for the info!
Glad you enjoyed it!
Thanks for giving us an overview of these fee structures. I have a Q. I have a new client for a project that I will have to deliver in a few weeks only. I have relevant experience to achieve this. They approached me first. Now if I charge one fixed fee for the project (it's a publication that will be presented at an international event), I 'm afraid that they will push me harder to make sure that they have their money's worth. Wouldn't it make more sense to avoid this by charging hourly? Thanks!
Hi there, thanks for the info! How do we determine the value add & pricing for the ROI model?
How can you use the ROI model if your clients are non-profits? Of course they would extract value similar to a private business, but just wondering if this model applies the same.
Find the value that the buyer inside of the non-profit cares about. We've worked with many consultants in the non-profit space you can see examples here: www.consultingsuccess.com/consulting-case-studies
Still applicable. Love that.
Glad you enjoyed the video : )
Very useful information. Will apply it.
Thanks Raychelle!
Hi thank you
I'm a start up here.
What would building services design engineering fit under?
I suggest ROI what are your thoughts?
How could one get an accurate measure of monetary value provided to gauge a correct ROI % fee? For instance if 10 hours helps company “ACME”save $100,000 a year in expenses, what can the consultant charge? How does one approach the issue of a company undervaluing the effect of said consulting? Wouldn’t a company want to undermine how much a consultant actually helped or netted for them because they have a monetary interest to do so?!
Mike!
Great stuff! Your video should be in more places, so it can reach more people.
Let me know if I can help!
Thank you, we appreciate it!
About ROI: I've heard it might become a major problem if client doesn't agree the result came from the project. I think BCG was sued by Gamestop in a discussion about ROI... Unless the return is very measurable and trackable, I wouldn't feel comfortable going with that model...
exactly
Great I am just starting online consulting in India where major legal consultants cater to classes. Now that internet penetration is increasing at a rapid pace and people especially the masses are exploited by the legal system. Right advice at reasonable cost is in real demand. If you can give useful insights on my requirement I would be highly obliged. This channel I guess might be really helpful for me.
Happy to read this message and do check out our other videos. Appreciate you being part of the Consulting Success community.
@@ConsultingSuccessTV Sure I will and also ask my partners to get hold of this valuable stuff too. Thanks.
@@virajpatil5601 that's great!
For ROI fee structure, a question: It feels like our income is now at the mercy of the client's sales team performance? For example, if we deliver leads to the client all day but the ROI is based on closed deals, how are we to work around incompetent sales teams (the sales team is off limits to us.)
Great question Scott. Structure the ROI component around the leads, not deals closed. Figure out what the value of each lead is, what is considered a qualified lead and then connect your payment on that performance. Never structure a performance or value based approach on something you don't/can't control.
@@ConsultingSuccessTV Good point.
@@ConsultingSuccessTV how do you value a lead if they haven't bought anything yet?
@@justin_bauman find out what the companies average ticket is. If the AT is 3k, multiple that by leads in X timeframe.
Thanks for sharing. This was a great informative video.
For me it depends on the client and their needs.
* HOURLY is good for a person that has a few questions they need answered right away. I would do a hour long phone call only If they want more I would suggest hiring me as a consultant per project with a set fee
* ROI is more for products/events etc you know is going to do well if they follow abc steps
* RETAINERS are good for more established clients. Based on my expertise, I probably would not use this but if I was a fashion stylist for example then this would make more sense to me
Our pleasure and thanks for your thoughtful comment.
As an HR consultant for leadership training I find it very hard to find objective results to base the ROI in. Does it have to be connected to financial return or should I target on how much valeu the client sees in having their leaders ready to deal with the challenges?
There is tangible and intangible value. Even with intangibles you can identify tangible value when you go deep enough and ask meaningful questions. We have a lot of resources on this topic: www.consultingsuccess.com/pricing-strategies-for-consultants and www.consultingsuccess.com/how-to-establish-value-in-your-consulting-fees
Of course it has to be linked with business results after the training.
It should be considered as big Leadership institute then automatically u will come to know how many HR institutes or MBA HR colleges provide in terms of value and how much they charge. And how much value u provide as comparatively to others and then u can easily find the price
Hey,
what if ask a Client what this 'Improvement' would be Worth to him and he replies, "It would be priceless OR It would reduce my stress". How shall I put a Price-tag on Intangables? Should keep asking, to get some numbers or should just say; "ok, it's this." ?
Great question Christian. Take a look at this article where Michael talks about how to deal with the intangible side of value and work it into your pricing. www.consultingsuccess.com/how-to-increase-your-consulting-fees-by-communicating-greater-value
Thanks for getting back. I'll read through.
@@Nachdenker99 you're welcome, happy to help.
Hey how's it going , I have a quick question I'll say. So similar to a lawyer's retainers fee. You pay it and they do what they do until the job is done. With a consulting fee, how many times does the client pay that. If I get paid X, how long does that X last the client. do they pay a monthly fee, bi-monthly, what.
Thanks in advance
Hi Antoine, great question. There isn't only one way to set a fee. When using a consulting retainer the most common billing cycle is monthly. There are two types of retainers that consultants can use, watch this video for more details on this: ua-cam.com/video/eku4SsZfNh4/v-deo.html
Simple, concise, insightful & inspiring.
Business consulting in one UA-cam video. 1 minute of simple information stretched out to over 10 minutes😉
LOVE THIS 👍👍👍
Great content! Thanks so much for uploading!
Appreciate the comment Barry and glad you are enjoying the videos.
Good content
How do you use the ROI method with a consulting service that does not translate directly to profit, like doing competitor analyses for example?
Great question Jared.There is almost always a way to identify value and ROI. It's simply about asking more questions and going deeper. For example, with Competitor Analysis. What is the reason for them to do the analysis? What will they learn from it? How will that help them to grow? What are their goals for growth? Do they want to grow sales, capture more market share, by how much? The Analysis may be the starting point for them to develop a strategy that leads to growth and that growth has a value. Find out what that is and you're well on your way to understanding the ROI. Does that help?
that's insightful
You explained this really well!
Glad you found the video and explanation helpful.
what's the music you use for the intro/outro?
Bro how can i become a conceltant
"Your interests aren't really aligned with an hourly fee" lol wait till you hear about literally every job
This video is super helpful. Thank you @michael_zipursky
Glad to hear that Jimmy!
Dear sir, am Lead auditor certified on 27001 & 22301. I have overall 20 plus years experience in this Information security audit. kindly suggest me, Is there any online platform to get clients for my consultancy business.
wr, no such thing as knowx or howx or not, say, can sayx any nmw and any s perfect
Emes