[PLUG-TALK] [PLUG] ENU,Inc R.I.P.
Rich Shepard
rshepard at appl-ecosys.com
Mon Aug 28 12:48:25 UTC 2017
On Mon, 28 Aug 2017, Russell Johnson wrote:
> As a consultant, I can say that an awful lot of home users just don't
> want to pay for support.
Russell,
That's a sign they don't see the value to them of support.
> I have had hundreds of conversations with random people where, after they
> find out I'm a consultant, start asking me for my card and they want to
> know pricing. When they find out I'm $155/hr, they run.
> What's amazing to me is how the lawyer that charges $300 or more per hour,
> in six minute increments, gets all torn up about me and $150 an hour in 15
> minute increments.
> Or the dentist that gets put out because, outside of normal hours is
> overtime. At their request, I showed up at their office at 6:30. and have
> their computers up and running before their first client at 7.
I, too, am a consultant -- environmental, not computer systems -- and I
solved this problem years ago. I can explain it in detail on this mail list
or suggest you read Jeff Thull's books, particularly "Mastering the Complex
Sale."
Briefly, there are two factors involved; the most important is that
potential clients see only the size of the check they write and have no idea
of the cost -- to them -- of not hiring you. How much does it cost that
lawyer, per hour or in total, to not have you fix whatever's wrong with
their system? The second factor is agreeing on a fixed price for the entire
project when the scope of work has a defined end point. When a potential
client knows the cost of doing nothing and agrees to write a check for the
fixed amount up front, you're both satisfied with that amount and you do the
job regardless of the time and effort involved.
I've been working this way for a decade or so and it continues to work
well. Only when I'm engaged as an expert consultant or witness in litigation
do I charge by the hour because no one knows where the end is located.
Try it, you'll like it.
Rich
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