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“Clients don’t take you seriously — and thus they don’t listen to you — unless you charge enough for them to notice. And when you set the price, it needs to be high enough to make you nervous that you won’t get it. Keep raising it until you’re nervous, and use round numbers, too ($20,000 and not $19,840).”
~David C. Baker, The Business of Expertise
Pricing is a constant balancing act in the world of consulting. Charge too much, and you risk losing potential clients, charge too little, and devalue your expertise and skills.
Unfortunately, for most consultants, hourly rates are the norm. You know — set an hourly rate, multiply that by the number of hours worked, and there’s your consulting fee.
So, what’s the solution? Project-based consulting fees. Below, learn how project-based consulting works, its benefits, and the challenges you may face.
What is project-based pricing?
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In your consulting services business, you’ve probably used one of these common pricing models:
Hourly rate: Charging an hourly fee for the time spent on a project.
Daily rates: Charging a flat fee for a day’s work.
Retainer fees: A fixed amount paid upfront for a set number of hours or work over a certain period.
ROI-based: Pricing based on the value or results you deliver to the client.
And you’ve faced the challenge of balancing your time, expertise, and market rates to come up with a competitive yet sustainable pricing structure.
Project-based pricing is an alternative to these traditional models, where you, as a consultant, set a fixed agreed-upon fee for an entire project, regardless of how much time it takes to complete. This pricing structure focuses on the value of the entire project rather than just your time spent on it.
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How project-based fees work in consulting
A common misconception among consulting firms, especially new consultants, is that project-based fees are based on the number of hours worked.
However, this is different: The fee is set based on the scope and complexity of the project, along with the expertise and value you bring to the table. This allows you to charge a higher fee for your services without being limited by the number of hours in a day.
Let’s look at a detailed breakdown of how project-based fees work in consulting.
1. Defining the scope
The first step in determining a project-based fee is to clearly define the scope of work. The business consultant must work together with the consulting client to define the project’s:
Objectives: What does the client want to achieve from the project?
Deliverables: What specific products or results will be delivered at each stage of the project?
Timeline: When are the deliverables expected to be completed?
Roles and responsibilities: What are the roles and responsibilities of both parties involved in the project?
It’s important to document this information in a Statement of Work (SOW) to avoid any misunderstandings or scope creep later on.
2. Fee proposal
The consultant submits a consulting rate proposal to the client, outlining the project fee based on the agreed-upon scope. This fee should consider the consultant’s expertise, experience, and the estimated time and resources needed to complete the project.
Let’s say the consulting project is to develop a new marketing strategy for a client. The marketing consultant may propose a project fee of $50,000 based on the scope of the project and the value it will bring to the client.
3. Negotiation and agreement
Upon submitting the project rate proposal, it’s not uncommon for clients to negotiate the fees and terms. The consultant should be open to discussing and negotiating while also standing firm on the value they bring to the project.
Once both parties reach an agreement, they sign a contract outlining the scope, fee, and payment schedule. The contract is legally binding and serves as a reference point for the duration of the project.
4. Project execution
With a clearly defined scope, agreed-upon fee, and signed contract, the consultant begins work on the project. They must deliver the agreed-upon deliverables on time and within budget while providing regular updates and communication to the client. The consultant is responsible for managing their time and resources efficiently to ensure the project’s success.
5. Payment
The client pays the consultant the agreed-upon fee upon completion of the project. Depending on the contract, the payment may be made in installments or as a lump sum upon project completion.
The benefits of project-based pricing
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Experienced consultants, whose expertise includes project management advisory and strategic planning, know that a project-based pricing strategy is a win-win for them and their clients.
When you switch your consulting business to this pricing model, you can enjoy benefits like:
Flexibility and predictability in your workload
Client needs can be unpredictable. Some projects may require more work and resources than anticipated, while others may finish early. With hourly billing, this can leave you either overworked and underpaid or with too much time on your hands and not enough income.
Project-based pricing offers you more flexibility in your workload, as you can balance the more demanding projects with those requiring less time and effort. It also provides predictability in project scheduling, as you can accurately plan and allocate your time and resources for each project.
For instance, if you’re an IT consultant, you can schedule a major system upgrade project for one month and follow it up with smaller maintenance projects in the following months.
More clarity on client expectations and outcomes
When charging an hourly wage, clients may feel they’re paying for every minute spent on the project and expect you to always be available. This can lead to unclear expectations and scope creep, where the client continuously adds new tasks or requests changes outside the original agreement.
With project-based pricing, the scope and deliverables are carefully defined in the SOW, and any changes or additions are negotiated and agreed upon before implementation. This results in increased clarity on client expectations and desired outcomes, leading to a more successful and satisfying project for both parties.
Consistent and reliable cash flow
The end goal of any professional services business, besides providing quality services, is to generate a steady and reliable cash flow. It’s the only way to ensure you keep the lights on, pay your employees, and grow your business.
Project-based pricing offers consultants a consistent and reliable cash flow, as the fee is agreed upon upfront and paid upon project completion. This eliminates the uncertainty of waiting for clients to pay hourly invoices or chasing late payments. You can accurately forecast and plan for your income, allowing you to make better financial decisions for your business.
Reduced time spent on paperwork and invoicing
Tracking billable hours, creating and sending invoices, and following up on payments can be time-consuming and detract from valuable project work. You risk losing billable time and income by diverting your attention to paperwork.
Since consulting fee structures revolve around the agreed-upon project fee, you can spend less time tracking hours and more time delivering quality work for your clients. This results in increased efficiency, productivity, and profitability for your consulting business.
Challenges of project-based fees
While project-based fees does have some major benefits for consulting firms, they’re not without their drawbacks, which might include:
Accurately estimating project costs
Sometimes, it can be challenging to accurately estimate project costs, especially for new independent consultants or projects with unpredictable variables. Consultants charge a flat fee for the entire project, regardless of the actual time and effort spent.
If the project takes longer than expected or unexpected challenges arise, the consultant may earn less than they would have on an hourly or monthly fee.
To address this challenge, consultants need to thoroughly assess the project’s scope and potential challenges before agreeing on a fee and include contingency plans in the contract to cover unforeseen circumstances.
Dealing with scope creep
Scope creep is a common challenge in consulting projects, where the client requests new additions or changes outside the original agreement. If the scope of the project changes, it can lead to additional costs for the consultant.
It’s essential to have a clear and detailed SOW and contract outlining the scope and deliverables to minimize scope creep. Also, regular communication and updates with the client can help catch any potential scope changes early on and address them promptly.
Cash flow management
Consultants may need to manage their cash flow carefully, as they may not receive payment until the project is complete. This can lead to cash flow gaps between projects, which can be challenging for consultants to manage, especially if they have ongoing expenses to cover. Consultants can negotiate milestone payments within the project to help manage cash flow and minimize any potential financial strain.
When to use project-based fees
When looking for new clients, consultants often have to decide on the best fee structure to use for their services. This is determined by the type of consulting work they do, client needs and expectations, and the overall project scope.
While hourly or monthly retainers can work for some projects, project-based fees are ideal when consultants:
Have well-defined project scopes with clear deliverables and timelines.
Are confident in their ability to estimate project costs accurately.
Are comfortable working independently and managing their time and resources.
Want to avoid scope creep and manage client expectations effectively.
Want consistent and reliable cash flow for their consulting business.
Want to boost their consulting success by focusing on delivering quality work and building long-term client relationships.
Ultimately, the decision to use project-based fees should be based on the consultant’s confidence in their ability to deliver quality work within a set budget and the client’s expectations and needs.
Manage your consulting projects efficiently with Teamwork.com
A project-based pricing strategy offers numerous benefits for consultants, including increased clarity on client expectations, consistent and reliable cash flow, and reduced time spent on paperwork. However, consultants should also be aware of potential challenges, such as accurately estimating project costs and managing scope creep.
Teamwork.com is a comprehensive project management platform that offers task management, time tracking, and communication features to streamline client workflow operations and improve collaboration.
More resources for consultants:
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