The number of decisions you have to make when starting your own consulting business are numerous. Decisions like choosing your niche, how much you charge, where you will spend money are all important. But one of the lesser discussed but possibly most important decisions is what business will you NOT take.
I have found this to be the most difficult decision because knowing when the next job will be is usually unknown. You are always in need of the money (lets be honest here), but every opportunity that comes your way has the potential to grow or limit your business (read income).
- will the contract increase your specific skill or expertise that makes you valuable?
- will the contract lead to on-going future business with a client?
- how sure are you that the project will end successfully?
- how likely is it that the potential client will provide you with a good reference?
- is the potential client the type that would recommend your services without request?
Will the client pay you what you are asking?
This is an important question because it brings up two equally important questions. First, how much are you worth? And second, what type of personal life do you want?
The temptation to take a contract at a reduced pay is great, especially when the pipeline is small. But one of the most important decisions you will make is sticking to your guns and turning business away. Consultants are generally willing to take these jobs because they come with a promise of lots of work or because of nervousness that nothing else will come along.
But if you take a contract for either of these two reasons you are both decreasing your perceived value to current and future clients and sacrificing your lifestyle. You should be confident that you are worth your rate and your current and potential clients must see that. Taking a contract for a lower fee says that you believe you are not worth your stated rate. And if you do not believe you are worth your fee then you should not be charging that fee.
The second reason you should not accept a reduced fee is based on simple math. Let's say your normal fee is $100 per hour (just to pick a round number). If you take a 20% fee reduction at $80 per hour then you have to work more hours and harder to make up the difference.
Most likely you have a revenue goal for your company (if you don't it's time to get one). The more projects you take at a decreased rate the more you have to work to achieve that rate.
If you are still not convinced then look at it this way. Let's say your goal is to bill 30 hours per week at $100 per hour with four weeks of vacation. That means there are 48 billable weeks in the year. This is pretty aggressive goal if you are just starting out.
48 weeks x 30 hours x $100 = $144,000
NOTE: $144,000 may look like a lot (or may not), but when you factor in taxes and business expenses your take home quickly begins to fall.
If you take a 12 week contract at your 20% fee reduction there are only 36 weeks left in your "goal year".
12 week x 30 hours x $80 = $28,800
36 weeks x 30 hours x $100 = $108,000
Now your total revenue is $136,800. In order to make up the difference of $7200 to meet your goal you have to work 72 hours at your $100 rate. That equates to 2.5 weeks of work which leaves you with 1.5 weeks of vacation time.
But the better scenario is that you would only need to work 45.5 weeks at your normal rate to achieve the $136,800 revenue number. This means that you either have 2.5 more weeks of vacation time (imagine a job with 6.5 weeks of vacation), 2.5 more weeks to market and build the business, 2.5 weeks to blog and share your knowledge, or 2.5 weeks to try and find a small contract at your $100 per hour rate.
Be worth what you say you are worth. It will be better for you in the long run and you'll do business with the type of customers you want.
Posts
0 comments:
Post a Comment