Working for half-price as an SMB technology consultant [SMB Consulting Best Practices book excerpt]

Well hello there folks! It’s Sunday afternoon in Seattle and I am hosting a virtual book reading. Today’s passage, from the above titled book that I wrote, is about landing the first client as an SMB technology consultant by working on the cheap to et a reference and a referral. It’s how the game is played.

Read on!

Working for half price

Properly proposed in such a way that doesn’t cheapen yourself, working at a reduced rate can help you acquire those first clients. This approach allows you to recognize your SMB consulting limitations (perhaps your technical skill set) as a new SMB consultant. If you explore this wisely, you’ll find that there is no shortage of clients willing to accept a lower rate to pay for your services. It’s a fair deal. You get a client, and the client gets work performed at bargain rates.

BEST PRACTICE: Be careful here. These half-priced clients are sel­dom long-term fits for your SMB consulting practice. Once a cheap client, always a cheap client. A client that is susceptible to your initial bargain pricing will likely trade you out for the next cut-rate deal that crosses his desk, rather than pay your full consulting rate at a future date. So, if you dance with the half-priced devil, under­stand it might well be a short dance.


Harry Brelsford, CEO at smb nation

Microsoft Small Business Specialist SBSC, MBA, MCSE, MCT, MCP, CNE, CLSE, CNP

PS – did u know I host a technology conference in the New York City area each spring? Save the date for March 6-8, 2009 and watch “voice meet data” in the SMB space!

PPS – my SBS 2008 book will be out in mid-November 2008!

PPPS – my Microsoft Response Point Primer book is here NOW!


1 Comment

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One response to “Working for half-price as an SMB technology consultant [SMB Consulting Best Practices book excerpt]

  1. I currently offer an introductory 20% discount for new clients, for 90 days. It seems to work pretty well for me as an entry point.

    Before I worked for myself, I had a problem: I would get sent to new clients to make the best first impression. Then, we would do a handoff to another consultant for ongoing maintenance. The problem: many of those customers would, after experiencing the 2nd consultant, reject the handoff and ask for me by name.

    So I think that an introductory rate gives a company a chance to evaluate the quality of service – and if the quality of service you provide is considerably higher than what they have experienced with other companies, they’ll stick around.

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