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Learn One Thing from Mary Gillen: Sell Your Expertise as a Package of Time

Today Mary Gillen advises consultants about selling their expertise in hourly packages.

Learn One Thing from Mary Gillen: Sell Your Expertise as a Package of Time

As a Web developer, technical trainer and writer, I have learned over the years to price projects so that everyone wins. Estimating a flat rate is scary to me. It never works.

I always sell my consulting services as a package of hours. It works because the client knows what he/she will be billed, and I never lose money.

As an example, if I think a project will take 20 hours to complete at $100 an hour, I send the client a work order for $2,000 bucks. We then work against the 20 hours. If, as the project goes along and we find we need more time, due to changes or additional project tasks, another work order is generated to cover the additional time. If I get the project done in 18 hours, the client is charged only for the 18, or can use the additional two hours to add something more to the project.

TUESDAY 3/28/06: Sales ideas from Bob Brown.

March 27, 2006 |

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