Consultants: Get Better Clients with Better Fees

I delivered a Modern Management Made Easy talk and ranted about 100% utilization. One of the questions in the chat was: “Don’t consultants want 100% utilization? If you’re not working, you’re not billing.” Here’s how consultants create utilization-based billing: By the hour. Even worse, in 15-minute increments. Time and materials. I don’t do that. Why …