The Contract and Fee-Setting Guide for Consultants and Professionals

Book Description
Expert advice on how to strike a fair deal and command a fair price… The Contract and Fee-Setting Guide for Consultants & Professionals No matter how knowledgeable you are in your field….No matter how great your track record….No matter how expert your advice or impressive your credentials … you jeopardize your client base if you do not instill every phase of your practice with a consummate professionalism. And for sharp clients, the first clear signs of such a savvy professionalism are the ability to set fees at a fair market price and offer neat, straightforward contracts with clearly delineated terms. This book teaches you, in a few days, what it traditionally took people half a lifetime to learn through trial and error. In writing it, the author drew on his more than twenty years as a business consultant, lecturer, and author to offer you tips on how to ask for and get the fees you deserve and to establish contract terms that are in the best interests of you and your clients. Throughout he shares his insider’s expertise on:Determining market value for your servicesEstablishing per diem or per-project rates and calculating overheadAdvantages and disadvantages of various systems of fee-setting and billingSix major goals of every contractNegotiating the contract and avoiding legal pitfalls


From the Back Cover
Expert advice on how to strike a fair deal and command a fair price… The Contract and Fee-Setting Guide for Consultants & Professionals No matter how knowledgeable you are in your field….No matter how great your track record….No matter how expert your advice or impressive your credentials … you jeopardize your client base if you do not instill every phase of your practice with a consummate professionalism. And for sharp clients, the first clear signs of such a savvy professionalism are the ability to set fees at a fair market price and offer neat, straightforward contracts with clearly delineated terms. This book teaches you, in a few days, what it traditionally took people half a lifetime to learn through trial and error. In writing it, the author drew on his more than twenty years as a business consultant, lecturer, and author to offer you tips on how to ask for and get the fees you deserve and to establish contract terms that are in the best interests of you and your clients. Throughout he shares his insider’s expertise on:Determining market value for your servicesEstablishing per diem or per-project rates and calculating overheadAdvantages and disadvantages of various systems of fee-setting and billingSix major goals of every contractNegotiating the contract and avoiding legal pitfalls


About the Author
Howard L. Shenson has twenty years’ experience as a business consultant, renowned lecturer (over 100,000 people have attended his seminars on marketing consulting and professionals services), and bestselling author. He is the editor and publisher of the Professional Consultant and Information Marketing Report.


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Presents proven, detailed strategies for conducting a consulting practice. Each stage of the consulting process is covered, from fee-setting and proposal-writing to drawing up the contract and issuing reports. Shows how to calculate overhead and considers the pros and cons of various systems of fee-setting, including daily and per-project rates. Describes how to structure a proposal for maximum marketing effect, as well as how to use it to produce a satisfied client. Also discusses when and how to use letters of agreement, letters of engagement, and formal contracts. The closing section covers reports--what kind of reports to write and when to issue them--with emphasis on the structure and delivery of the final report. Contains sample contracts and forms.


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