Classic case o er a long mission duration

All contractors in liberal are passed by here: this ate ul moment where you gi e a prize to its bene its. A rather delicate step or some pro essions where one sells the intangible, as human resources or training Council. But the issue is size. Because mistaking its rates can be ery expensi e. or those who o erestimate their ser ices to those that subsidising their bene its. Practice an "acceptable" by your customers price but at the same time consistent with your inancial claims: this is the puzzle that you need to resol e i your pro ession is not regulated. Here is there ore a ew tracks that should help you to practice the " air price". To your calculators! irst step, you must analyze your market and know the prices. This will be an essential re erence point to determine your rates. or some, the in ormation will be easy to ind potential customers or pro essional trade unions. Independent graphic designer will be able to contact agencies ad ertising or design, an interpreter, the International Association o con erence interpreters (AIIC). Sometimes, just discuss it with colleagues or to participate in pro essional meetings to orm an opinion. The Chambers o trade or business are not more to neglect. And on the Internet, we can easily identi y the prices o its competitors.

All are not housed in the same sign

But as soon as it comes to the uni erse o the Council, things get complicated, all specialties is not necessarily hoarded in the same ashion. Better then to conduct the in estigation. Xa ier Bancel well in ormed on the subject be ore early 2005 agri- ood industry Council (Inducti '): "I relied on arious sources that I' e then cut", he explains. In this case, including his old company consultants had used ser ices, and the Institute o training o Council (CDIA). Market research conducted with industry 30 be ore creating its box he was also ery use ul. Second step, to gi e a monthly or annual income goal that you will di ide by the number o days billed. or a ter Y es-André Perez, the Director o CDIA, "a consultant that works well in oice 120 days a year". Attention, do not con use billed days and days worked. Because, in the consulting, much o your time will be de oted to looking or new clients, per orm arious administrati e tasks and training should not be exceeded. "Basically, this represents hal o the time, said Bernard Caux, President o the region le-de- rance in the House o engineering and o the Council in rance (CIC )." Is working 100 days, equi alent to 50 days o sales. "It is important to ha e in mind." The practice is then to compare your inancial requirements usually practice in your business. Clearly, you should not be too o . The goal is to reconcile the reality o the market with your compensation goals. Be aware that this target turno er, must be deducted all loads (payroll, telephone, Internet, credit, transport costs, etc.). Basically, you will only keep hal o the ees that you will recei e. To win 3,000 euros a month (be ore taxes), must be in charge 6,000!

Release o ballast or the missions o long duration

But not issue to remain blocked on the price you set. In many cases, it must be lexible in the negotiations and to adapt to the circumstances. Too much rigidity, and you may miss opportunities to de elop your sales. Classic case, o er a long mission duration. "O er 20 days, it can be taken to reduce its price on the day." "It its into a logic o package", said Y es - André Perez (CDIA). Attention to eri y that the o erall price does not exceed the budget o the company or the authority concerned. Must know the amount o this en elope, which is not always clear. or long duration missions, you can negotiate an ad ance on the o erall amount. It will be o the order o 20. Can easily justi y: resh to start your work, re use other missions to ree themsel es or a long time... Also possible to release the ballast i you want to win a prestigious client which will then ser e as re erence to attract others. That this does not pre ent you to seek a quid pro quo to this tari e ort: a most important mission area or the promise o recurring work on the duration. " or a new client, I can make an e ort i I think it's interesting in the long term." But I take care to not go down! ", said Terence Jones, independent graphic designer in Paris." Indeed, i la deli ery goes too ar (50 or example), your credibility is likely to take a shot. Break the price, it is o ten the temptation o the independent beginners, con ident that they will soon be a customer. Wrong calculation. Because by being too cheap, it will de alue. Although ees below a erage can ear the worst or your skills. While embarrassing, some o your colleagues could you blame "kill the market". inally, starting with price loors, you will ha e trouble getting up the slope. "Companies are networking." Your new contacts will o ten be aware o what you ha e charged to competitors, explains Michel Paysant, host o the reelance in Europe association. "They do not understand why you ask them more."

Start too low, it is to engage in a spiral

Start too low, it is to engage in a spiral you will ind it di icult to get out. But it is also rein in its re enues. ric Hainaut, associated with the ComCom accounting irm, specializing in the trades o art and communication, is o ten dealing with independents who ha e di iculty getting all

eeling much work: "In these cases, there are o ten dumped bene its, he says." I suggest them to calculate the hourly rate or each client. Which allows, through a banal Excel table, to identi y the least pro itable clients or which need to ind a solution. O course, this requires the independent to calculate the time spent on each older. "But in the term, it is ery use ul." Remain irm on the price is not always a part o pleasure. Some clients ha e art to put pressure to pull down budgets. It is better to be prepared to justi y your rates. I necessary, do not hesitate to put black and white your arguments be ore exercise you the oral. "It is a real commercial approach to be ollowed," insists Bernard Caux (CIC ). "What many consultants were di icult to achie e because they were o ten employed in a large group where they are not the concern o selling permanently." Cécile due, which has recently launched an acti ity o massages in business or at home (Ammea), soon realized that it had to be ready to negotiate: "I it criticized me a rate higher than that o a competitor, I ha e a well-honed read ensure." I can demonstrate that this does not necessarily correspond to the same bene its or to the same ser ices. "I also put my skills and my pro essionalism in the balance." A strategy pay as, in many cases, the price is not the irst criterion o choice. The experience and skills o ten make the di erence. What worries the company, it is primarily the e ecti eness o the consultant. Adapt strategy to the size o the company

Stand irm on prices does not mean as much to make the same proposal to all your customers. Between a giant o the Cac 40 and a ery small company pro ince, will need to adjust your tari strategy. A large group who has the habit o working with consultants considers as a priority the quali ications and skills o the inter ener. The budget will be the second plan, especially i it is original or strategic projects. "On ery sharp missions, I can a ord to pay me more." "I know that the company is determined to do so because it will be di icult to ind someone else in charge," explains Sil ère Tajan, it consultant. An SME in pro ince who are less amiliar with market the Council will be more sensiti e to the price actor. To con ince, you can always report the existence o grants acilitating the use o the Council, implemented by the rac (Regional und or assistance to the Council). inally, i you're really busy, do not hesitate to raise the bidding. "I it manages to be a regular customer unds, on a more margin o negotiation or other proposals", says Sil ère Tajan. To the independent o erwhelmed to cope then or caser mission in its planning. But that is another story.

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The rates o the independent large account: 900-1200 euros. SMEs: rom 600 to 900 euros. On a erage, 500 euros day. On a erage, 40 euros the meeting. 50-70 Euros consultation. On a erage, 15 euro cents the word. Between 600 and 900 euros per day. 40 euros per hour.

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Pay or per ormance: handle with care A trend in the consulting: compensation linked to the results is progressing. Under the pressure o some customers, more and more independent consultants are required to link a portion o their ees to the pro its made on the basis o their inter ention. or Xa ier Bancel (Inducti '), can it be considered, but "success criteria must be clearly de ined, and access to accounts guaranteed". Without this relationship o trust, better a oid accepting this orm o compensation. "And, in all cases, he must lee a mission related to 100 to the result." This is yet proposed cabinet Tobeconseil: "our ser ices are paid only i the client wins more!", says one o the partners, Da id Rica-Le itan. But the cabinet occurs only i it identi ies not too expensi e solutions. "These are boxes in their core business but lower in areas such as marketing." His company will be paid about 40 or 50 o the gains made by the client, in sales or margin, according to the sectors.

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5 Mistakes to a oid needless to dismantle your prices e en i you are a beginner. As, later, you'll ind it di icult to increase. All known ery quickly, and your uture customers will not understand why they should pay you more than their competitor. Practising price below la a erage market, you may also de alue you. You é eillerez doubts about your skills. You don't ha e benchmarks to set your rates Calculate your earnings goals. But make sure that they are in phase with the standards o the market. To ha e an idea, do not hesitate to contact pro essional organizations. They will gi e you an o er iew o the ranges o prices in the sector. Its price, it is also to gi e a personal alue, an image. But let not your susceptibility reeze the game. or a large client, should sometimes be lexible, without so you sell o . Do not your rates a sel -esteem issue, you could miss good business. The competiti e en ironment is changing rapidly. E ery year, check that your prices are still alid. E en i you are a beginner, ne er orget to keep you in ormed. To do this, participate in pro essional e ents or share in ormation with other colleagues. Announcement o a prize, get ready to justi y to your interlocutor. List the arguments to where your client judge you too expensi e. This happens o ten. Put orward your skills and your experience. This commercial approach can make the di erence.

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