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  • Matt Wood

The Value of "It Depends"

Consulting companies are constantly asked by potential clients what it will cost to do business with them. Invariably, the consultancy will tell the potential client that their services vary in cost, and they don't list their rates on their websites. Instead, they rely on their sales team to do the heavy lifting here and pitch options that eventually lead to the final rate to the customer.


This does not help the client because it does not convey a level of trust. For anyone who's ever dealt with sales, to make a solid sale, you have to develop trust with your customer. Whether that's a B2C transaction or a B2B transaction, there needs to be some level of trust involved for the sale to go through. People tend to do business with people they feel comfortable with. People they trust won't take advantage of them, and charge them an arm and a leg for services that include options they don't want or need. Customers also don't like to spend their hard-earned money at places where they don't feel comfortable, especially businesses.


This is where the "It Depends" piece of my title comes in. Having grown up with a father who was a lawyer for 40+ years, and a younger brother who is currently a lawyer, the phrase "It depends," is very familiar to me. It's one used quite often in the legal arena because it really can depend on one's interpretation of the law as to how something will go. Not only that, but it prevents someone from committing to something and it ends up turning out to be incorrect.


So, when asking a consultant, like myself, what their rates are, you will typically hear that it varies, or "it depends." In my case, I do try to make things very clear with the rates that I charge for most of my services. I know the value of the information I provide, and when it's coupled with my experience and how I present it, I am able to come up with a rate that I feel is comfortable for me and my clients. Based on that, I publish these rates on my website for anyone and everyone to see.


"Aren't you worried about someone coming in lower than you if they know what your rates are?"


No.


Honestly, if someone wants to try and do what I do, and offer it at a lower rate, good on them. However, one must always remember the phrase, "caveat emptor," or "buyer beware." You get what you pay for.


Now, I know the next thing that you're going to say is, "You talk about rate transparency, yet you have one package that lists a variable rate on it. What's up with that?"


That's true, I do have one that does not list a specific rate on it. That's because that offering depends on what the client and I agree to, especially if they're looking for a retainer option. Are they wanting weekly check-ins, biweekly, monthly, quarterly, or something else? What are they looking for me to do while on the retainer? Are there specific areas they want addressed as part of this longer-term option? Do they need more one-on-one assistance with one area over another? As my dad and brother would like to say, "It depends."


This is why, as a consultant, I will tell you that for some of what I offer, the price varies. I promise, I'm not going to try and buy Twitter with that package rate, but I do want to make sure my client gets everything they need to be successful with their military hiring initiative, and that I am compensated adequately for helping them get to that point.


My goal is for companies to move beyond being just military friendly to actually becoming military ready. My mission is to help my brothers and sisters in the military community, both former military professionals and military spouses, find gainful employment outside of the military sector with companies that value them and the skills and experiences they bring to the table. I do this one company at a time, with one person at a time.


If you're looking to make your company military ready instead of just being military friendly, let's talk. Because, while certain rates for consulting may vary, the one thing that doesn't vary is that it is time to hire smarter, and I can help with that.


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