Consultants: do you know if you provide value for money?
Credit: Karolina Grabowska.
Last year, I wrote a post about the three questions I ask my clients for feedback after a job.
What worked well?
What could be improved?
What have we both learned through working on this project?
These have been my standard exit interview questions for a while now. Learning about the client’s experience of working with me has helped me improve my consulting business. And I advise other consultants and freelancers to make time for an exit interview at the end of a job.
I’m just about to finish up a large contract and have prepped some questions for the exit interview. I’ve added a new one to my list: Do you feel you got value for your money?
I get the sense that some consultants charge high fees and don’t always deliver, while others who are excellent undersell themselves. To position yourself correctly, it’s important to know if the people you work for think they are getting their money’s worth.
Pricing among consultants is a relatively opaque issue. Starting out, it’s tough to know how to price yourself. Most consultants don’t advertise their rates, which makes it tough to know where you sit relative to the going rate for your services.
Over the years, I have developed a fee structure that I believe reflects my value and experience.
No matter what stage you are at as a consultant - early career or well-established - it’s important to know if a client thinks you are worth your price tag. This information can help you adjust your services, and your rates, accordingly.
If you’re a consultant or freelancer, what other questions do you like to ask clients at the end of a job? Let me know in the comments.
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Brendon Bosworth is a science communication trainer and the principal consultant at Human Element Communications.