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Question: Given that you presumably charge (significantly) more than those who have equal skill (I'm assuming SEO?) but don't do free pitches, how do you do al

• patio11 15y ago
  Charging granularly is the opposite of what I want to do. It encourages people to think of what they're paying me per minute I'm talking instead of thinking of what 5% of the next quarter's sales is relative to my project rate. If you ever see a startup get acquired, the lawyer says "Whee, the term sheet results in you making millions" not "You paid a 25 year old $1 per character in this 100 page document." I do like having things I can point to to demonstate value. This is one reason I always tell clients "It is probably in your business interests to blog about this engagement, as that means you get free links and attention for work you already paid for. Want me to write that post for you?" That said, decreasing cost of customer acquisition for consulting is not hugely important to me. (What I could really move the needle by getting better at is doing more engagements with previous happy customers. Working on it, slowly. It requires me doing push-sales rather than just pull-sales and I have historically had comfort issues with that.)