You can’t force me to be loyal – that’s something you have to earn. Yet you see companies use a variety of methods to lock us in or make it difficult to leave. These cheap, short-term tactics may guarantee today’s revenue, but they will never add up to tomorrow’s loyalty.
Contracts Are Not a Trap
Signing a contract is often a big commitment for a client, and I want them to feel like the investment is low-risk. Here’s my counterintuitive approach to writing a contract that is clear and simple, fair to both sides, and starts from a point of mutual trust.
Hourly Rate vs. Project Rate: Which Is Most Fair for Both Sides?
Everyone advises to bill by the project (not by the hour) when you run a consulting business. In the 4 years that I’ve been doing it, I’ve found that the opposite is true. But it requires a few important principles to make sure that the exchange of value works – for both sides.
When to Ask for the Sale: Not Early and Often
Conventional wisdom is to ask for the sale early and often. With today’s consumers, it turns out that the opposite is true. Exhibiting a little patience and providing a lot of upfront value gets you away from the icky parts of self-promotion – and it’s more effective too.
Non-Disclosure Agreements: Mistrust Is Not a Good Starting Point
It may seem counterintuitive, but the NDA request is always a red flag to me. Mistrust is not a good starting point for any relationship – plus it betrays a lack of self-confidence in your ability to execute. Is this really the message you wish to convey? Let’s take a deeper look at Non-Disclosure Agreements: Pros and Cons.