Getting paid what you're worth

I've noticed how often consultants underplay their expert contribution to client results.

This manifests in different ways, including:

• Pricing engagements using day-rates.
• Specifying activity-based deliverables.
• Accepting client directives without challenge.
• Emphasising doing, not insights and advice.

These behaviours come from a 'hired hand' and time-and-effort mindset.

How do successful corporate executives take control and get funding for their projects? They define outcomes, sell them to budget owners (a.k.a The Board), and delegate implementation.

Those who win the corporate funding game are outcome obsessed.

They have an "opportunity fulfilment" and results mindset.

It makes sense to align with and build long-term relationships with these people. After all, they're always looking for good people who they can collaborate with.

But, be careful how you position yourself. Approach them looking for work and they'll assume you're a vendor. That will get you redirected 'downstairs. Instead give them fresh insight and opportunities they'll see leading to corporate kudos.

In other words, match their mindset. Talk about the potential for results they could realise. Ask them if, and how, they see these as a win - for them. Finally explain why the need your expertise and collaboration to get results.

Once you've done this you can ask for fair compensation with confidence. Base this on the value of your expertise, ideas and contribution to the results.

Don't settle for time and effort fees - that's freelancer wages.

Notice how people fall into the time-and-effort mindset trap. Let me know what you see and hear.