How to train your client
The worst kind of expectations
Clients don’t arrive graduates of Your Process University. Quite to the contrary. Clients need you to train them on your process. If you want to be able to charge more money, to set the rules, to determine the best possible course, you have to take the lead by learning how to train your client.
Project management will set you free
Does your client know how to work with you? Great companies go to great lengths to set the right expectations with their customers. Do you take the same level of care in setting expectations about your process with clients? If not, you may be setting the worst kind.
Boundaries are awesome
There are things we just have to accept as part of the experience. In an Austin summer, you accept scorching stretches of 100º days. A college professor of mine accepted speeding tickets as a tax for his unyielding habit of driving fast. But should we accept draining, out-of-control projects that plunge us deep into the pits of project despair as part of the design job?
Selling your time is plastic bottled water
When you have kids, you soon realize the boundaries you set are often not a matter of preference. Boundaries keep them alive. But when we get older, without the guidance of parents, we forget that boundaries, especially professional ones, have to be continually set and reinforced–for our own good.
Fight the culture of committees
You are not a commodity. The unique value mix you offer to clients includes experience, skill, approach, intuition, and style that is yours alone. No one can copy it, produce it on a mass scale, or undercut it. If you have a strong grasp of the rare value you offer, you have no competition. Until you mention time.
You're probably not ready for value pricing
When we get to working in groups, humans often do strange and counter-productive things. Take committees. It's a human construct that produces inferior results, at a slower pace, and at much higher levels of frustration. And yet we live with them. Why?
Get the most from working with agencies and freelancers
The shift from time, effort, and deliverable pricing to value pricing can represent a sea change for your practice. Make no mistake, in the commitment to the principle of building a value-priced culture, shedding old habits will be painful. And scary. But always worth it.
Value pricing is client-focused pricing
Hiring an employee is as much in culture adoption as talent acquisition. But when hiring an agency or freelancer, you are partnering with someone who’s invested countless hours in their process for both the business and the craft. Make the most of your investment with a different approach.
For agencies and freelancers, proposals are at the nexus of communicating the value of your work. But If we use it to draw a line between our time, process or even the deliverables and the price, we’ve missed out on 90% of the value in the project.