Look for big news from Anne Wayman and me tomorrow – to get notified directly, sign up here. No spam, I promise.
We had a great tweetup yesterday afternoon. Thanks to those who could make it and to those who spread the word. It was a nice manageable group, and we had a good time, per usual. If you’d like to see the conversation, just search the #writingsquared hashtag.
One question that came up was how and when to charge for consulting. Good question, in fact, and one I’m betting most of us haven’t had to face. Here are my own guidelines for when a conversation has become a consultation:
If it’s not our first conversation. Truth is most clients will require at least one phone call or email to get the details and parameters set for the project. I give that one up for free because it’s necessary for me to be able to give estimates. And it’s just smart business.
If the client asks for something more. The minute a client asks for anything beyond an estimate in that first conversation, I’m consulting. That includes research, meeting with staff or colleagues, or providing advice or direction.
If it’s more than the contract allows. Because there are clients who will talk me to death otherwise, I build contractual boundaries. I state how much consulting comes with the project, and I’m clear on what additional consulting costs and when it will kick in.
If the client wants to brainstorm with me. Yes, it’s happened. I’ve had clients ask me what my thoughts are on this particular graphic or what caption I’d use with that particular photo. That’s work disguised as an innocent question, and I do attach fees to that.
If it’s beyond the scope of the contract. I’m happy to do more to help get the project completed, but more has its limits. I won’t, for example, talk with your senior management team because they want to bounce ideas off me or shoot holes in the project to leave their mark. Well, I will. But it will cost you.
If the relationship is specified as a consultation. Sometimes clients just want to get advice or brainstorm. I’m open to that. So far my consulting has grown from existing projects, but I do have prices for consulting relationships, including minimum charges.
Have you consulted in the past? If so, at what point does your writing cross over into consulting? How much consultation time do you allow before you charge?
I admit I need to get better at charging for consulting fees.I tend to not charge unless the client is one of those you describe, Lori-they want to "brainstorm."
I had one client where we did all the prep work/discussions for a PowerPoint presentation and they called back and changed the targeted audience, which changed the whole direction. I told them I would charge my consulting fee for the time spent.
On the other hand, I do add in the time into my total project fee and specify in the scope of service what is included, e.g., initial one-hour consultation to discuss project – or – one-hour consultation with subject matter experts.
That usually works well. It's the client who just wants to bounce ideas off me that can become the problem.
Same here, Cathy. I had one who sent me a note that went thusly: "Take a look at the photo – what captions come to mind?"
Funny how my opnion didn't matter as much when I replied with my fee…
Because I ran a PR firm before writing full-time, I'm used to billing for both writing and consulting time. I don't do much client consulting anymore, but it does still happen (such as consulting on branding before I take on the copywriting for the new brand).
I charge a flat $150 per hour for consulting, except for the initial chat or email exchange for background. They receive the quote after that point, and they're billed for anything occurring after that time. That can include phone consultation, research into things like brand name or tag line suggestions, or other hourly-billed work involved in their projects.
Generally I prefer to bill on a per project basis, and that hourly rate is factored into my project rates based on past experience. But when someone needs my time beyond the scope of those project rates, I have no problem billing hourly. I've found that as long as I'm up front about the rate and the half-hour minimum, there are rarely complaints.
A good reason to consider consulting rates is the fact that they let you offer value-added services. For example, a client might not only want you to write their blog posts. They might want to hire you to spend X hours per month promoting that blog via social media outlets. If you offer those services regularly, you can come up with project rates. If not, an hourly consulting fee for add-on services can work well.
Consulting is all new to me, so I'm just soaking in the discussion. I'm excited for your and Anne's big announcement. I know it will be great!
Those pesky innocent questions aren't always so innocent.
It's been a couple of years since this has happened to me, but twice that I can recall clients who hired me to write simple press releases managed to ask seemingly innocent questions in an attempt to glean advice on how and when to send the press releases, who to send them to, and how to find the contact info for those people. Um, you're paying me to write the release, not do your marketing. (One guy thought the price of a press release included me printing off and mailing out – yes mailing – the release! The fee would barely cover the paper, ink and postage.)
I'll file these strategies away for next time the situation rears its head.