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  • Writer's pictureDavid Kats


One of the things that consultants do, especially when they start out in business, is underprice themselves. They sell themselves too cheaply. That's a bad thing to do because people will pay for whatever you asked for if they know you're going to do a good job.

When you set your prices, I want you to realize that there's nothing wrong with setting a price, and finding that it might be above the market price and going down a little bit. I'd rather do that than set it too low and live with a lack of profit, or have to raise it again and again and again and again because I find that clients who are dissatisfied with your pricing are those clients that have been through two or more price raises. When you set your fees, set them high enough that you're going to make a good profit because you are a successful consultant, and they need to pay you for what you have to offer them.

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