Value Pricing Belongs on the Customer's Table

By: Cal Clemons, CAE

Many consultants make the mistake of pricing their services on an hourly or project basis. Here's how to base your pricing on value and avoid underpricing your services.

One of the key issues faced everyday by consultants is what to charge for their services. In fact, many consultants are just downright uncomfortable with this part of the business. They know just about everything within their realms of expertise and have no difficulty talking about what they do and what services they provide. But when it comes to asking for what they are worth, their palms sweat and they become nervous. Because of this uneasiness, they can easily underprice their services....