Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

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much will it cost? How long will it take? What are the chances you will get the
work? Do you want the work? How will work on the other side of the country
affect the work that you are now completing or work that you anticipate coming
through? What are the chances that you might get another client in the same
geographic area? How badly do you want this company as a client? There are other
questions that you can ask as well. But only you will be able to make the final
decision.
There was a time when I paid my own travel fees for sales calls like this one.
Now, however, when asked to travel to a client’s site, I ask, “Shall I talk to your
staff about travel arrangements or would you like me to make them and bill you
at cost?”
CONTRACTS
Contracts are legal documents that bind both parties to the content stated. I rarely
require a contract, but my co-author (on a previous book, The Consultant’s Legal
Guide) and legal guru, Linda Byars Swindling, will advise you differently. I believe
they start the relationship on a trust-questioning level. Contracts involve the legal
department, and that may delay the project. Except for our government work, most
of our work is conducted on the basis of a clarifying proposal or a handshake.
Linda on the other hand will tell you that a contract prevents misunderstandings
later on in the relationship and it may actually be a relationship saver. So I guess
from a marketing perspective, I would lean toward using a well-crafted contract.
I recommend that you allow the client’s legal department to initiate the contract.
It will save you a great deal of time and frustration. If you believe a contract
will provide you with security or clarity, use it. And by all means use them when
it makes the client feel more comfortable with the new relationship.
What should be included? Contracts usually cover the terms of the project: effective
dates, project scope, deliverables, confidentiality, communication, staffing,
supervision of the consultant, scheduling, payment schedule, incentives and penalties,
termination terms, cancellation policy, arbitration arrangements, transfer of
responsibilities, taxes, and modifications to the contract.
As I said, if a contract is required, let their attorney draw one up. Share it with
your attorney and, unless something is truly awry, sign it and get on with business.
Marketing Your Consulting Services