Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

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Ask About Money
During first meetings with prospective clients, the cost of your services should be
discussed. If the client does not bring it up, you may want to. Some clients are uncomfortable
talking about money. I generally take the lead by saying, “You are
probably wondering how much a project like this will cost.” I then answer my own
question by stating when I will have a clear idea of the cost based on the scope of
the project.
Many clients think that consulting fees are ridiculously expensive, so you need
to be prepared to explain your fees. It is usually better to spend more time ex-
Marketing Your Consulting Services
Exhibit 8.2. Contracting Checklist
Evaluate the contracting meeting with your client.
Did I:
1. Do my homework before the meeting? .............................................
2. Determine the primary client? ...........................................................
3. Determine the secondary clients and stakeholders? ...........................
4. Define the scope of the effort? ..........................................................
5. Elicit the client’s specific needs and expectations? ..............................
6. Identify shared values and differences? .............................................
7. Evaluate the client’s expertise and abilities to support the effort? .......
8. Discuss my rates and consulting approach? .......................................
9. Clearly state my needs and expectations? .........................................
10. Obtain a sense of client commitment to the effort? ...........................
11. Provide references? ...........................................................................
Yes