What You MUST Do Differently As A High-Value Consultant

by Brennan Dunn — Get free updates of new posts here

I want to talk about engagements today.

Specifically, I want to talk about what our role as a high-value consultant is when working on client projects, and what makes the details of high-value engagements different from the typical, run-of-the-mill freelancing gig.

One of the questions I’m asked the most is, “What’s the difference between a freelancer and a consultant?” I’ve never really had a good answer for this. I mean, I knew that consultants played a more active role in the business behind the project. I always thought of the distinction a bit like the difference between a chef and a cook; the former directs, combines, and creates, while the latter just follows recipes.

The Business of Freelancing, Episode 17: Steli Efti On Getting Referrals

by Brennan Dunn — Get free updates of new podcast episodes here

I recently sat down (literally!) with my friend Steli Efti, the founder of Close.io. For about an hour we talked about how freelancers and consultants can create more referrals for their business. Steli is a master of sales — you won’t want to miss this episode!

Mentioned this episode:

How To Justify “More Than Market” Freelance Rates

by Brennan Dunn — Get free updates of new posts here

Whenever I tell people about how I stopped caring about what other people were charging, and am now charging my clients 10x what I was charging just a few years ago, I’m almost always asked the same question:

“How do you find clients who will pay that?”

The right response really should be, “What are you doing differently now that lets you find clients who will pay you that?”, but that’s beside the point. The prevalence of this gut response from just about every fellow freelancer I’ve talked to signals that there’s still a lot of confusion around why we’re all hired in the first place. From the perspective of a technical project, like an app that needs to be designed or a sales letter that must be written, we tend to reason that there are “doers” — people who can complete the project — and these doers are graded on a scale bound to some mixture of experience and competency. And from this scale, a person’s “worth” (and ultimately, rate) is divined.

Writing And Winning High-Value Proposals

by Brennan Dunn — Get free updates of new posts here

This summer I’ve written a lot of proposals.

When I was running my agency, this was pretty much my job — I had to bring in six-figures of project revenue each month or it was out of business (or dramatically downsizing). So I was a machine when it came to pumping these things out.

But these days, I’m no longer running my agency. I’m more-or-less a freelancer (but remember, I’ll never admit that to a client) but with one big difference: I’m charging a heck of a lot more, and selling consulting instead of the usual design and development work I used to sell.

How Do You Get High-Value Clients?

by Brennan Dunn — Get free updates of new posts here

Today I’m kicking off a new series that will attempt to answer the #1 question I’ve been getting recently: where do I find high-value clients?

By “high-value client”, I mean somebody who hires you as a consultant in the best sense of the word. These are clients that value your input and expertise, and regard you as much more than just a hired gun.

They also pay you really well, because they aren’t buying a commodity service that can be sold by the lowest bidder (e.g. someone charging $8 an hour on oDesk).

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