I had a wonderful time with Nigel Rawlins on his Wisepreneur podcast: Johanna Rothman Independent Consulting: Principles That Outlast Every Trend.
We had a wide-ranging conversation about many aspects of consulting. But I seemed to intrigue him the most with the ideas in the image above. (Yes, that's in Successful Independent Consulting and I offered the reference there.)
Consultants offer the client more growth opportunities. Contractors offer more hands-on expertise. Both kinds of people offer value. However, consultants can use project-based and value-based fees because the client has more opportunities to grow. Contractors can only use time and materials-based fees because they have no responsibility for the client's growth. (See Consulting Tip 12: How to Use Value-Based Fees to Stop the “You’re Too Expensive” Trap for more information about fees.)
Listen to the entire podcast (and subscribe to the feed) here: Johanna Rothman Independent Consulting: Principles That Outlast Every Trend.
Curious about the book? Start here: Successful Independent Consulting: Relationships That Focus on Mutual Benefit.