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24.10.2015
July 14, 2014 Leave a Comment One of earliest tools I learned how to use growing up on a farm was a tape measure. I don’t use a tape measure every day now, and you don’t likely either, but the idea of measuring progress and success is at least as important to us as leaders as the tape measure is to a carpenter or designer. While you have likely heard and been taught that goals should be specific and measurable, they aren’t always. Back to our tape measure – to use those successfully, you must know the starting point and the destination – the same should be true for the goals you set. Some goals are easy to measure progress against – a sales or revenue target is like a weight goal. For example, a results measure for a sales person might be revenue, and a process measure might be number of sales calls made. If you can help people identify the steps in the process toward their goals, you will often find valuable ways to measure progress. While this may not be exactly about measuring progress per se, it is a critical component of greater goal achievement. If you have a team of people working towards the same goal, strongly consider posting the targets, and weekly or monthly progress towards them. If your company’s software tools allow for these trends to be created through reporting, great, but it not, help people build simple spreadsheets that they can update themselves.
Since you will be looking at trends, the next logical step is to annualize the progress to project where you will end up.
None of these things are as simple as pulling out a tape measure, but they are powerful ways for us to make sure we are getting the results we want and maximizing the potential and effort of our team members. Kevin Eikenberry is a world renowned leadership expert, a two-time bestselling author, speaker, consultant, trainer, coach, leader, learner, husband and father.
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The most critical part of raising your prices is that your clients perceive an increase in value. For example, you can offer a new service or product that your clients will valuea€¦and it doesna€™t necessarily need to take you much (if any) more time to provide it. You need to clearly figure out why you’re increasing your price so that you can communicate the reason with your clients. In the second situation, people were asked how much money they would give their friend if the friend was going to a luxury resort to buy that same beer.
The study found that on average people would give their friend 71% more money when the beer was to be bought at the luxury resort. These are all logical reasons for you to increase your price and when you communicate them properly your clients are much more likely to understand the increase. Pricing Solutions tracked two of their clients and found that the firms hadn’t increased their rates to cover the increase in the Consumer Price Index (CPI). Do not attempt to increase your consulting rate by email or by sneaking the information in an invoice. Instead they likely hoped people wouldn’t notice the increase which was noted in small type on the previous invoice. The key lesson here is that you need to reach out to your clients, especially your best clients, and tell them about the increase.
In fact, Mel Robbins, a star in the talk radio world, says that having confidence in situations like these is key to getting what you want and is a big part of her success. One argument Ia€™ve heard about not increasing your fees is that there is a a€?market pricea€? for a certain type of consulting. Thank you for this article as it provides such great detail on important considerations all consultants should make. Research is endless in todays marketplace, because of high velocity change, not only regarding products being launched, but also with the modern consumer having more options. Does anyone have any sort of sample of what they would write to their clients to explain the increase in consulting fees? Get FREE ACCESS to our 7 day training and learn strategies to grow your business, land more clients and increase your income. Consulting Success is the leading consulting blog on the net that helps consultants become more successful in their work and lives.
These two powerful principles foster productivity and perseverance, instead of passivity and procrastination.


Ask people why they procrastinate and you'll often hear something like this: "I'm a perfectionist. No matter what you're trying to accomplish, whether it's writing a book, climbing a mountain or painting a house, the key to achievement is your ability to break down the task into manageable pieces and knock them off one at one time. Suppose I ask you if you can fill up a page and a quarter with words—not for a year, not for a month, not even for a week, but just today?
If I said the same thing to those people tomorrow—if I told them, I don't want you to look back, and I don't want you to look ahead, I just want you to fill up a page and a quarter this very day—do you think they could do it?
SUCCESS for Teens inspires a California dance academy, teaching them the importance of positive energy. There are several reasons for that – it is often used, using it won’t hurt you (think hammer, saw, or torch!), and my Dad carried a small one in his pocket. Yet while most organizations ask their employees to set goals, and provide tools and guidance to set them, there is less support and tools for measuring progress towards those goals. What follows are six tangible things that we can do as leaders to support and help our teams reach their goals by measuring progress towards them. When goals are set, you can improve their ability to be reached by making sure the targets are clear. A number of calls made doesn’t automatically equate to hitting a revenue target, but it is likely an important component of reaching that goal.
The more often people review their goals, and the more often they are reminded of their targets, the more progress they will make. This public display of progress does two things – it informs people, but it also prods and encourages people to move closer to the stated goal.
Posting those measurements in a public place will also fire the competitive juices of people to be a bit more disciplined and a bit more focused to move themselves up the leaderboard as they do their daily work. This small effort keeps people more in tune with the numbers and often creates greater ownership for the results and their progress. If you are at 80% of your goal in April, it is likely you will make your goal, but are you thinking about how much you might surpass it by (or what new target you might set?) Are their circumstances or seasonality that needs to be taken into account?
The idea of losing customers as a result of increasing prices leaves them in a deep chill and unable to move forward and take action. In the study, people were asked how much money they would give a friend to buy a beer for them if they were vacationing and sitting on the beach. The reality is that if you’ve setup your consulting fees the right way your price should be based on value.
They could have sent me a letter, given me a call, or even an email (in this case because they have hundreds of thousands of customers). If they get a whiff of your uncertainty it shows that you, yourself, aren’t sure about the need for the increase. If youa€™re seen as a generalist, every time you increase your fees, youa€™re giving your clients a reason to find your replacementa€¦and the perception is that ita€™s much easier to replace a generalist than it is a specialist.
Whenever this happens youa€™re in trouble since you are not able to distinguish yourself from the crowd.
The key is to differentiate your offering so that the value you provide goes beyond what the others do.
There are many options I could have used for this title but this one stood at for me at the time. Packed with strategies, techniques and action steps to help you land more clients and increase your income.
The blog includes hundreds of articles, case studies, videos, interviews and products for consultants by consultants. Sure, there will be times when you feel like you're spinning your wheels, but you'll always get out of the rut with genuine perseverance. I'm going to show you how to turn procrastination into perseverance, and if you do what I suggest, the process will be virtually painless. Discipline yourself to look neither forward nor backward and you can accomplish things you never thought you could possibly do. And you're going to be amazed by the distractions, detours and downright wastes of time you engage in during the course of a day. Just buy a little spiral notebook that you can easily carry in your pocket.  When you go to lunch, when you drive across town, when you go to the dry cleaners, when you spend some time shooting the breeze at the copying machine, make a quick note of the time you began the activity and the time it ends. There are additional benefits beyond measurement, but for our purposes, if the target isn’t clear it is hard to measure against it.


Not all goals are that easily quantified, and often this is where people (including leaders) throw up their hands. This applies to individuals looking at their goals and progress, as well as planned portions of meetings regularly reviewing progress. Looking at individual numbers is fine, but when you put them in context by charting progress over the days, weeks or months, people can see real progress.
Once you start tracking trends, add some estimating and projecting into your measurement processes. Consider what is going on in your client’s business before you come out asking for an increase in your fees. In the first situation, it was explained that the place the friend was going to buy the beer from was an old run-down grocery store. To make this work you need to explain this to your client early on so they know the increases will happen and understand why they do. In most of North America, landlords are also allowed to increase your annual rent by a few percentage points. In an article Tom wrote in Inc Magazine, he suggests that instead of raising your prices a few percentage points on a regular basis, raise them to a level you’ll be comfortable with for a while.
In many cases the market price is under pressure, and will more easily go down, rather than up. Would something like “7 issues to consider when raising your consulting fees” be more appropriate?
Procrastination usually means you never get started, although the inability to finish something is also a form of procrastination. What's the difference between being afraid of being less-than-perfect or afraid of anything else? It involves using two very powerful principles that foster productivity and perseverance instead of passivity and procrastination.
Instead of focusing on the future, you're going to be writing about the present just as you experience it every day.
Try to make this notation as soon as possible; if it's inconvenient to do it immediately, you can do it later.
The time invested in reviewing goals pays big dividends, and as a leader you are the point person for making this happen. This shouldn’t stop you from moving forward howevera€¦ita€™s just an important consideration. But, simply because they have positioned themselves as an authority in their area of expertise. This fault-into-virtue syndrome is a common defense when people are called upon to discuss their weaknesses, but in the end it's just a very pious kind of excuse-making. We're breaking down the time required for a major task into one-day segments, and we're breaking down the work involved in writing a 400-page book into page-and-a-quarter increments.
Instead of describing the things you want to do or the places you want to go, you're going to describe what you actually do with your time, and you're going to keep a written record of the places you actually go.
For many people, it's almost like they planned it that way, and maybe at some unconscious level they did. But you should make an entry in your time diary at least once every 30 minutes, and you should keep this up for at least a week.
You can set targets for, and measure against, the process if you can’t directly or easily measure the result. You’re still allowing yourself to be dominated by a negative vision of the future in which you see yourself being criticized, laughed at or punished. Writing a page and a quarter may not seem so bad, but you're being asked to look ahead one whole year. When people start to look that far ahead, many of them automatically go into a negative mode.



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