Consultant: "I do most of my work for startups with no money. How do I convince them to pay me appropriately?" Don't work for startups w/o $
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Replying to @patio11
One of the most important consulting skills is qualification: extracting signal from a potential client re: appropriateness of selling them.
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Replying to @patio11
It is VERY VERY EASY to determine whether a company has money or not prior to working with them or investing a lot in sales process. "Ask."
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Replying to @patio11
"What stage is your company at?" "We're pre-revenue but have great hopes." "Have you raised investment yet?" "Working on it." <-- No money.
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Replying to @patio11
"What stage is your company at?" "We're doing a few million a year." / "Have you raised money yet?" "Yeah $5 million series A." <- Has money
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Replying to @patio11
If someone qualifies themselves out (via the money issue or any other), you attempt to leave them w/ good impression but no proposal.
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Replying to @patio11
"I'm rooting for your success. At the stage you're at right now, I don't think I can add value w/ a formal gig. Here's 3 things to try."
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Replying to @patio11
Another entire genre: OK, you have money. Is there a lever in your business which my skills could work in a way that moves your needle?
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You will decline to proceed with proposals for lots of would-be engagements sponsored by good people simply because success is unlikely!
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Replying to @patio11
And people will both love you for saying "Hey, I don't think I'm a good fit for this" and *try to convince you otherwise.*
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Replying to @patio11
But don't, for example, build websites for businesses which either a) cannot realize value out of site or b) wouldn't know if it happened.
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