consultant

Consultants: Clarify Engagements You Will and Will Not Take

When you’re starting off as a consultant, you might take the first one or two engagements a client offers. However, at some point, you’ll see an engagement that is wrong. It’s wrong for the client. It’s wrong for you. No one will see the results either of you wants. What should you do? I see …

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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 …

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Differences Between Hiring a Contractor or Consultant

In my session at Agile 2015, (Agile Hiring: It’s a Team Sport) one participant asked me if I hire contractors the same way I hire employees. I do. I use the same approaches for reviewing resumes, phone screens, interviews and decisions. The one difference is the offer—instead of a yearly salary paid in some form …

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