46. Should you decrease your price after the initial term if the bulk of the work and value is delivered?

from How to Sell Advice Hosted by Kevin C. Whelan

Here's another great question coming after last episode on negotiating with clients. I mentioned that my first few months are heavy in terms of workload, involvement, and the value I deliver relative to later months, so Jordan asked: Since a lot of work is front-loaded, do you charge more in the first few months and then decrease in the following ones? And why/why not? Great question! The short answer is: sometimes. If the value and workload is setting to drop off consistently, I don't like to charge full rate if I can put them into a better option for the needs. I also don't like just saying goodbye (unless it's time to part ways). So, I use a "continuity program" which is less involved. I also set new goals to reestablish purpose and direction for the next phase of our engagement. The key, though, is value. Not time or input. Are you producing value that far exceeds your price? Can you prove it by making a reasonable case? That's all that matters. Here's the long answer (recorded). Until next time! Yours, —k