Not all consultants are worth paying for. Any reputable consultant will give you a free hour to discuss your needs first. If they bring you value just in that first hour, they are worth paying for. Some think they can do everything for themselves and don't need anyone else or can learn from those with relevant experience. I have worked for such people before and will not do so again. "A man must know his limitations" and all of us have areas of strength, and of weakness. Bring in people to complement what you do well, and you will go farther and more successfully.
We promote a Profit Before You Pay approach when consulting our clients. I do not consider this to be MAD. It is essential however that clients understand upfront that while we do show them how - it remains up to them to follow through and implement. Do not waste OUR time if YOU are not ready to get to work! When implemented as directed - you do get results.
It takes a certain kind of business owner to want to and be able to afford, then be open to the advice of a trained professional. If people didn't want to pay me, which Thank God isn't my challenge, I would question what is it about me or my prospecting that's leading to this kind of result. I screen and discuss value added as a result of working with me. Check out the book Consulting Mastery by Keith Merron, thought Leader Brendon Burchard, to help guide you to success, and partner with other business advisors who are getting the type results you're looking for. Note, people do business with persons they can relate to, that they want to emulate. If you've helped a client get $100 of thousands in revenue, tell them how you did that. If you solved a big problem for a client, talk about that.
It is all a question of value added. If the coach or as a consultant has a high value added proposition, you will be paid very well, I speak from experience.
What I have learned in my 18 years of coaching is that the value come first and the pay second. The questions to you the consultant and or the coach, are you willing to put your money where your mouth is?
Smart entrepreneurs and leaders leverage expertise, value, and results regardless of the source. Learning how to leverage advisors for success- whether they are on employee payroll or consultant expense line, is the key to a great leader and successful venture champion.
There is no such thing as a FREE lunch. Many will come to you for friendly advice (camouflaged as "free consultancy"). I say to my friends " Is this a friendly chat or you want my professional advice? I tell them what my service fee is for consultancy. After this they don't call me back. I politely refer them to another professional where they have no choice but to pay up.
You get what you pay for. And you must pay for what you get.
Nobody would ever ask this question about an accountant, or lawyer, or doctor. Why consultants? Perhaps because any idiot can call themselves a consultant. Many make claims beyond their competence, and there's little recourse.
But not all attorneys or CPAs are worth their fees, either. So two questions:
1. How do you size up the competence of a professional in an area where you are not an expert?
2. Once you find someone competent, how much must you pay in order to get your problem handled?
My experience has been that when people want to get a task performed or a project completed that is outside of their realm of expertise that they will recognize that a consultant who is expertly conversant in filling the need is worth paying for. For more, please see my blog on http://jonturino.com/value-of-experts/
It's usually because we (consultants) have not effectively conveyed our value to these people so they realize what we're "worth" to them. This is something I stuggle with on an ongoing basis.
They're not mad for trying....but consultants are mad if they work for free!