Alex Hillman, founder and rebel scum, talks about paid project discovery engagements and suggests a different approach to project retainers. They discuss clarity, measurable goals, building relationships with government, transitioning from freelancer to consultant, and dodging hourly requirements with workshops.
Offering fixed price discovery projects allows consultants to test-drive client relationships, showcase expertise, and gain clarity on client needs and goals.
Discovery projects help transition clients from hourly billing to project-based billing by focusing on outcomes and providing clarity through fixed-price deliverables.
To overcome objections and resistance, positioning discovery projects as low-risk investments to gain clarity, build trust, and solve specific challenges is crucial, along with demonstrating expertise and creating market demand for unique skills.
Deep dives
Introduction
This podcast episode features a conversation between Jonathan Stark and Alex Hillman, where they discuss the concept of using fixed price discovery projects as a business development tool.
The Power of Discovery Projects
Alex Hillman explains how offering fixed price discovery projects, which are small-scale, scoped engagements, can be a valuable way to test-drive client relationships, build trust, and showcase expertise. These projects allow both the client and the consultant to assess the fit and alignment before committing to a larger engagement. They provide an opportunity to gain clarity on the client's needs and goals, show strategic thinking and problem-solving abilities, and deliver a valuable plan or roadmap for moving forward.
Transitioning from Hourly to Project-Based Billing
A key benefit of offering discovery projects is their potential to transition clients from traditional hourly billing to project-based billing structures. By demonstrating the value of delivering solutions rather than just selling hours, consultants can shift the focus to outcomes and the impact of their work. This transition is facilitated by providing clarity and certainty through fixed-price deliverables, allowing clients to make informed decisions and budget effectively. Additionally, framing these projects as workshops or strategic engagements can help align them with alternative budget categories and circumvent the constraints of hourly rates.
Understanding Resistance and Overcoming Objections
The episode explores common objections or resistance that consultants may encounter when proposing discovery projects to clients, including fear of change, budget constraints, or the need to gain approval within the client's organization. It emphasizes the importance of understanding the client's perspective and navigating their concerns with empathy and strategic framing. By positioning discovery projects as a low-risk investment to gain clarity, build trust, and solve specific challenges, consultants can address objections and reduce resistance.
Building Trust and Creating Market Demand
The conversation also touches on the significance of building trust and credibility through case studies, industry expertise, and insightful recommendations. By targeting clients who already trust the consultant's capabilities and creating market demand for their unique skills, consultants can position themselves as the go-to expert rather than competing solely on price or commoditized services. This approach enables consultants to transition into higher-value strategic roles and attract clients who value their expertise and guidance.
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