Working as a consultant can be a tricky, uncertain game at points. It can be exhausting to bounce from client to client, charging an hourly rate without any guarantee of where your next payday is coming from. And even when business is going well, the peace of mind that comes with knowing you're set financially for an extended period of time can be an attractive prospect.

当您向客户提供HubSpot时,赚取佣金。找出如何。

在顾问可以运行的所有定价方法中,有一种比其他任何人都更好的专业宁静 - 实施咨询保留者。

That model allows you to know for sure that your income will be immediate, secure, and paid in full. But the method comes with its share of drawbacks, so it's important to thoroughly understand the concept before deciding whether to implement it.

Here, we'll get some perspective on what a consulting retainer is, the perks and risks that come with one, the different forms the overarching concept takes, and how to determine an appropriate fee if you opt to go that road.

在许多情况下,如果不是大多数情况,顾问以每小时,每日或基于项目的基础收费。但是,这些传统的途径不一定是所有潜在的咨询定价模型的最终。尽管这些选择可能特别有利可图,并且提供了一定程度的灵活性,但它们通常不像某些顾问想要的那样稳定。

以短期或项目对象的基础运行通常是不可预测的,不可靠的和疲惫的。保留者为顾问的财务福祉提供了安全元素。而且,能够预先向客户收费以换取工作可能是一种更加,压力更大的替代方案,可以在处理问题时出现和充电。

Though the stability of a retainer model offers is attractive in its own right, the pricing structure comes with its share of drawbacks.

收取保留费的风险

充电保留费用的主要陷阱之一与可接近性有关。预先支付咨询固定器可能会向潜在客户施加一笔款项,尤其是如果他们以前从未与您合作过。

The idea of paying a nonrefundable deposit in exchange for what might be mediocre consulting might undermine your potential to consistently land gigs with new clients.

That natural apprehension towards paying a massive advance also lends itself to another one of consulting retainers' most common pitfalls: discounts. It's a lot to ask potential clients to put enough faith in your services to pay in full before you've even started working with them.

That's why many consultants who charge retainer fees offer their services at a discount. Ideally, that kind of deal amounts to a mutually beneficial arrangement — customers get a bargain, and consultants get a stable source of income.

Your experience, esteem, and familiarity with clients will usually dictate the degree to which those drawbacks impact your business. Those qualities will also typically guide thetypeof consulting retainer you offer.

1. Pay for Work

Pay for work是两个咨询保留模型中更传统的。这是大多数人听到“固定器”一词时想到的结构。这是新手通常采用的中级顾问的方法,在大多数情况下,它为与客户建立长期,富有成效的关系提供了第一步。

这个概念是相对简单的。Shockingly enough, thepay for work模型严格基于您所做的工作。该过程通常涉及为分配的时间设定重复的保留费,并努力持续赚取这些费用 - 通常是通过对特定的可交付成果做好的。

如果您与客户建立融洽的关系,并始终如一地赚钱pay for workmodel winds up being something like an indefinite string of contracts that clients pay for in exchange for your effort and assistance.

2.支付访问费用

支付访问费用is a consulting retainer typically leveraged by more experienced consultants. This model is rooted less in actual work and more in insight and expertise.

使用此模型,通常您不希望您能够从事可交付成果或完成特定的项目。取而代之的是,您将获得保留者,以持续提供有关特定主题的建议。很有可能,您将无法使用支付访问费用模型是相对较新的顾问。

Generally, consultants who can leverage the支付访问费用方法要么是其行业的当局,要么是与他们所服务的客户合作。正如我之前提到的那样pay for work模型提供了向咨询保留器收费的起点。

一旦您更加成熟 - 要么是您的领域中的突出声音,要么是特定客户的可靠,勤奋的工人 - 您将有必要的影响力来为您的专业知识收取固定器。

如何确定适当的保留费

保留费用通常基于您在其他付款模型下收取的费率。例如,如果您每小时为服务收取$ 100,并且通常为客户工作40小时,则您可能希望收取每月4,000美元的固定器。但是,正如我之前提到的,一个全价的固定器似乎对某些前景强加了。

In many cases, consultants charging retainer fees will offer some sort of discount. If you choose to take that road, be careful, and ensure that your business remains profitable enough to stay afloat long term.

Ultimately, implementing a consulting retainer has its pros and cons. As a consultant, your income sources might not always be consistent, reliable, or secure. With a retainer, you can ensure that you'll get paid for your efforts over a specific period of time.

That's an attractive option, but that kind of stability comes with a price. In many cases, your retainer might seem too imposing to prospects unless you offer a considerable discount for your services overall.

Still, as a consultant, leveraging a consulting retainer is a potential pricing avenue that's worth understanding and bearing in mind.

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Originally published Jul 22, 2020 8:00:00 AM, updated July 22 2020

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