so i think there's an opportunity here for every consultant for every you know trusted advisor for uh every person in professional services even though you might be now working more in a remote fashion right through zoom or other technology and not in person directly with your clients doesn't mean that the value has been diminished in fact it might have actually been increased [Music] stop discounting your fees this is happening a lot these days right we're as consultants now being used to delivering our our advice our expertise our services to clients you know around the world but but not in in person as much as uh we were previously right given what's happening uh in the world right now and and likely to continue in some form this this might be just the the new approach to many things but what i'm seeing is a lot of consultants are starting to discount their fees as a result of that they say actually one client just recently mentioned to me that they are instead of going in doing kind of in-person work they're doing now all of their work through zoom which is the new normal however because of that they said they discounted their fee to their client and i asked them a series of questions about that you know like are you still going to be providing this kind of outcome and this kind of outcome to your client essentially everything that that client would receive would be the same just that the consultant wasn't going to be physically present but the reality is look at is the value that you're delivering to your client the same and if it is then why would you charge less so i think there's an opportunity here for every consultant for every you know trusted advisor for uh every person in professional services even though you might be now working more in a remote fashion right through zoom or other technology and not in person directly with your clients doesn't mean that the value has been diminished in fact it might have actually been increased because think about it uh your clients now don't need to pay for you to travel to meet with them right that's not part of the project cost anymore so that's gonna actually save the money therefore increasing the value for them but what about a busy executive is it more convenient for them to actually be able to jump on a quick zoom call with you at any time as opposed to having to shift their schedule around to meet with you or take you around you know in person well yes and so being you know remote or working in a virtual setting with your clients actually can add a lot more value for them because they can connect with you very quickly right you don't have to adjust schedules the same way uh the the inconveniences of being you know in person are actually removed from the equation it doesn't mean that being in person is not valuable it still is incredibly valuable when you're able to do it but when you're not don't diminish your value because clients aren't paying for you to be on site clients aren't paying for you to actually do the work even though you and they might think that you are what clients are paying for what they're investing in is the outcome right they're investing in a result they're investing in the creation and delivery of value and as long as you can deliver that value to them as long as you can create that outcome and result that they desire it doesn't matter whether you are in person whether you are across the city from them or across the world from them clients want results clients want outcome and so this is the opportunity for you right now if you've been discounting your fees stop right stop discounting your fees you don't need to make less money just because you now can't go and you know meet your client in person in fact the value should be staying where it was before if not increasing because you're now able to create more value greater value for your clients so i hope that you kind of give some thought to that if you've been in position recently where you thought about decreasing your fees and that you need to do that because that's now you know you're not having to spend the time to go there and somehow that the value is shifting right it's not about you being present it's not about the time that you're spending it's about the value the return on investment the outcome the client wants so think about that and i hope that that is helpful for you as you engage with clients as you look for new opportunities to to be more prosperous to to be more successful and to make a greater income and just overall to run a more successful practice be sure to hit the subscribe button so that you get notified when new videos like this come out or hit follow on linkedin and as always reach out i love hearing from you love hearing your questions your perspectives and how you find all the videos and content [Music] you
