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I really liked this post. Sebastian continues to develop his conversational style. Very nice. Asshole consultant inside of me kept nodding early on: "You just

I really liked this post. Sebastian continues to develop his conversational style. Very nice. Asshole consultant inside of me kept nodding early on: "You just don't get it, Sebastian! Charge more!" You see, there's a very sad truth consultants learn early on: it doesn't matter how much you know that can help somebody. All that matters is how much influence you can have. The reason some consultants charge ten times what others do for the same information? It's not that they are ten times as smart; it's that they don't want to waste their life giving great advice to people who aren't going to value it. If you walk in the door at 10K per day, bet your bottom dollar people are going to listen to you. And that means you can help. Walk in the same door for free, just to help out a friend? Your advice, by definition, is worthless. You'd be lucky getting them to accept just a tiny piece of advice. But then I got to the key of the piece: when you do finally "get it", it changes your relationship with "normal" folks. I think Sebastian's being a bit over-dramatic here, but I firmly agree. There is something very crazy about making money from thin air. Especially how it's done today, with some keystrokes and a bunch of virtual magic. At least in the old days if you met a millionaire he could take you down to his factory or something. Maybe told you about all the hard work he's done. Nowadays the same type of guy made much more money that than that and there's not even an office. For most people, it just doesn't compute. In fact, I'd go so far as to say that to most people, there's something just wrong about making money the way it's made today on the net. Something shady. If you're lucky you get the "odd weirdo" label. If you're unlucky you attract attention from people you would rather not. Because of that, I think I'm giving up on the $40Mil dream. I'm happy just to make enough to free up my time to work on things I love doing. I'll let the other guys be the really extreme weirdos. :) Short side story: I sold a piece of land a year or so ago. It wasn't much, but it was in the tens of thousands of dollars. The guy who bought it paid cash. He was a contractor. Over the past decade he had been saving here and there, scrimping up enough in cash to make his dream come true. He kept it all in hundred-dollar bills in a large ziplock bag. It wouldn't have been my choice but it worked for him. As he paid me, he told me he had gotten stopped for a bad taillight by the police a few months back. Once they saw his money that he had been saving, he had a hell of a time convincing them he wasn't a drug dealer. While I understand that carrying large amounts of cash is suspicious, to hear him tell it the police went far beyond suspicious and started thinking there was definitely something wrong going on. You see, to those small-town cops, you just don't carry that amount of money around. Somebody who looked like that should not have the amount of money like this. Just having the money was an indication of something really bad, even if it could all be explained. He almost lost all of it. You can only stand out so much -- the forces of society will gently (or not so gently) pull you back into line. You either have to conform or move to some place where the definition of "normal" is different.

brazzy 15y ago
"If you walk in the door at 10K per day, bet your bottom dollar people are going to listen to you." Maybe. Or maybe they're just executives with enough clout and lack of scruples that they'll spend 10k per day of the company's money to have someone make pretty powerpoint slides in which carefully massaged data "proves" that a certain course of action (that will help the executive's career) is best for the company. And another 10k per day to have someone to take the blame if it has disastrous consequences or involves firing lots of people.
- DanielBMarkham 15y ago
  You're absolutely correct. I had to generalize to make the point, but you have identified one of the flaws in my generalization. The other flaw is that the amount doesn't really matter. What matters is the pain that it causes the client. Many large corporations can and do write large checks for consulting that they never intend to follow -- for various reasons. Just because the amount seems big to you doesn't mean it's even noticeable by the client. But still, rates are a signaling mechanism. Even with higher rates, there's still a lot of careful screening you should do before accepting a client. Assuming you're in that position, of course. There's a whole school of thought that says that even when clients are playing political games with consultants, it's still possible to have positive influence. But that's completely off the track from the simple point about people accepting advice. People are more likely to accept advice if it is done as part of some reciprocal arrangement or trade. Free advice is mostly worthless.
enko 15y ago
Care to offer any tips on how to get started with this $10k/day gig? Pretty eager to walk in that particular door.
patrocles 15y ago
Modern Psychology Rocked by Motivation Discovery Chiba, Japan -- For decades, eminent psychologists had struggled with what exactly motivates people. Today all those theories have been conclusively shown to stem from one single fear: the loss of group identity. Sebastian Marshall, a self-declared business analyst operating out of Japan, discovered this principle while seated on a bench, sipping an iced coffee, much like Isaac Newton when he discovered gravity. "Who would have thought that Competency, Relatedness, and Autonomy were all derived from group identity?" wondered an astounded Dr. Edward Deci, professor of psychology at the University of Rochester. "Maybe Relatedness, but all three? This is going to revolutionize Psychology, bringing it closer to Sociology." President Barack Obama stated, "It is advances like this which show that our humanity is grounded in our sociability. Our ability to come together to overcome all challenges. We should take the single "man" out of "humanity" and replace it with "peoples". Hu-peoples-ity. Or maybe replace it with "meeples", you know, the little guys from Carcassonne. God, I love that game."

brazzy 15y ago

"If you walk in the door at 10K per day, bet your bottom dollar people are going to listen to you." Maybe. Or maybe they're just executives with enough clout and lack of scruples that they'll spend 10k per day of the company's money to have someone make pretty powerpoint slides in which carefully massaged data "proves" that a certain course of action (that will help the executive's career) is best for the company. And another 10k per day to have someone to take the blame if it has disastrous consequences or involves firing lots of people.

DanielBMarkham 15y ago
You're absolutely correct. I had to generalize to make the point, but you have identified one of the flaws in my generalization. The other flaw is that the amount doesn't really matter. What matters is the pain that it causes the client. Many large corporations can and do write large checks for consulting that they never intend to follow -- for various reasons. Just because the amount seems big to you doesn't mean it's even noticeable by the client. But still, rates are a signaling mechanism. Even with higher rates, there's still a lot of careful screening you should do before accepting a client. Assuming you're in that position, of course. There's a whole school of thought that says that even when clients are playing political games with consultants, it's still possible to have positive influence. But that's completely off the track from the simple point about people accepting advice. People are more likely to accept advice if it is done as part of some reciprocal arrangement or trade. Free advice is mostly worthless.

enko 15y ago

Care to offer any tips on how to get started with this $10k/day gig? Pretty eager to walk in that particular door.

patrocles 15y ago

Modern Psychology Rocked by Motivation Discovery Chiba, Japan -- For decades, eminent psychologists had struggled with what exactly motivates people. Today all those theories have been conclusively shown to stem from one single fear: the loss of group identity. Sebastian Marshall, a self-declared business analyst operating out of Japan, discovered this principle while seated on a bench, sipping an iced coffee, much like Isaac Newton when he discovered gravity. "Who would have thought that Competency, Relatedness, and Autonomy were all derived from group identity?" wondered an astounded Dr. Edward Deci, professor of psychology at the University of Rochester. "Maybe Relatedness, but all three? This is going to revolutionize Psychology, bringing it closer to Sociology." President Barack Obama stated, "It is advances like this which show that our humanity is grounded in our sociability. Our ability to come together to overcome all challenges. We should take the single "man" out of "humanity" and replace it with "peoples". Hu-peoples-ity. Or maybe replace it with "meeples", you know, the little guys from Carcassonne. God, I love that game."