Here’s how I explained this to clients:
Your results are your results. The most successful clients manage, staff, and operationalize the deliverables that I will produce. They have earned all the upside from that, whatever it is.
Your results are your results. The most successful clients manage, staff, and operationalize the deliverables that I will produce. They have earned all the upside from that, whatever it is.
Now there’s a world in which I only charge you if I smashingly impact the business, and I’d charge you fairly, but you should be forewarned my sense of fair is that if I double your revenue I should walk away owning half of the company.
*mutual laughter*
So my rate is my rate.
*mutual laughter*
So my rate is my rate.
This conversation would also tend to include me talking about a distribution of outcomes, my perceived likelihood of success, and what I’d need from clients to maximize likelihood of success.
Worth noting: a major part of the skill of consultative sales is developing leads and educating them such that by this point in the conversation they think you are quite likely to factually be able to produce the outcome distribution you are sketching.
If a prospect just doesn’t believe your work would be effective, or if they believe they would be unable to tell, then that’s No Sale not “*sigh* OK let me give you rate or contractual concessions which will make me still as incompetent as you believe me to be but cheaper.”
