Consulting
Sell the outcome, not the hours
How to run a discovery call that earns the second meeting, price work by what it is worth, and write a recommendation a busy executive will actually act on.
3 lessons
20 min total
Independent work gets priced by the hour because hours are easy to explain. Then the rate caps what you can earn, and getting better at the job costs you money.
The way out runs through the call, not the rate card. Leave discovery holding numbers, price against what those numbers are worth, and put the recommendation on one page somebody can act on.