Problems Solved! Take 2

Back by popular demand, SF IABC convened another problem-solving roundtable for independent communicators. Today's session illustrated how we can learn from colleagues who've experienced many of the same challenges.

Our small group included visual designers, marketing communicators, and book authors and publishers. These are their scenarios, and the solutions we proposed:

Challenge: One client picks my brains for ideas about how to help his clients, then gets all the credit and compensation when they're successful. How do I get paid for my behind-the-scenes project direction?

Solution: Charge a project fee for your consulting services, rather than an hourly rate for the phone time. Or, charge this client a higher hourly rate that reflects the value of your expertise. Write a report on your recommendations, then re-purpose that content to market your own services.

Challenge: I have a pipeline full of projects pending. How do I close the deals so I can budget my time and maximize cash flow?

Solution: Break the projects into smaller pieces that clients can comfortably sign off on. Stay in touch with monthly calls or emails that remind the client why the project is of value to them. In the future, put an expiration date on your proposals so you can renegotiate the fee based on your current workload.

Challenge: When project schedules slip, it impacts my cash flow, productivity and scheduling. How can I keep clients on track?

Solution: Bill clients at for work completed to date at specified intervals. If the scope creeps, bill for the added work at your hourly rate, above and beyond the project fee. Specify required turnaround times in your contract, with cost penalties for missed deadlines.

Challenge: When I call prospective clients, I find it difficult to talk about myself and market my services. How do develop new business?

Solution: Write a phone script and practice your pitch with a tape recorder until you are comfortable. Prepare prospects for your call with an advance email. Even better, get to know prospects by joining their professional organizations and volunteering on their committees.

Challenge: The projects I enjoy most are long-term, so I can develop a real rapport with my client. But I tend to work on a lot of small, short-term projects instead. How do I get more long-term work?

Solution: Set a project minimum and stick to it. When you're working on the small jobs, learn about other ways you can help those clients, take them to coffee and talk about the value of a long-term relationship.

If you've had these challenges and tried these or other solutions, I'd love to hear about your results. Share your success stories!

Comments

[Kelly]

Regarding how to talk about yourself to prospective clients, I highly recommend the book "I'd Rather Have a Root Canal Than Do Cold Calling" by Shawn Greene, who lives here in Oakland. She's got a great approach that makes both you and the caller actually feel COMFORTABLE. Best thing is, somewhere in the book she offers you free advice on your script, and if you take her up on her offer, she gives you excellent feedback.

[Cathy]

Thanks, Kelly! I have forwarded this resource to the person who posed the challenge.
-CC-T