Publisher's Synopsis
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 - from proposal-writing to final reporting - with a consummate professionalism. And for sharp clients, the first clear signs of such a savvy professionalism are the ability to develop a well-wrought and compelling proposal, set fees at a fair market price and offer credible, straightforward contracts that protect both you and your client. 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 writing winning proposals, asking for and getting the fees you deserve and establishing contract terms that are in the best interests of you and your clients.;Throughout he shares his insider's expertise on: * How to determine market value for consulting and professional services* How to establish appropriate per diem or per-project rates and how to calculate overhead* Advantages and disadvantages of various fee-setting and billing strategies* Six major goals of every contract* Negotiating the contract and avoiding legal pitfalls Whether you are an established or novice consultant, an accountant, attorney, engineer, or any other contract professional, this book can make the difference between success or failure in your practice.
