Here are some ways to increase fees without penalizing your clients.

1. Measure risk – Impact and likelihood, of a disaster, jointly place a value on it and set your fee accordingly.
2. Look for problem areas that consistently show up across the companies you do business in.  Come up with solutions and use this material to call higher.
3. Trade product gross profit for recurring revenue.  This builds annuity rather than a one-time transaction.
4. Use Assessments rather than traditional open-ended questions to discover larger opportunities.
5. Be willing to give away assessments in order to reach higher-level people in the account.  This leads to selling larger value priced deals.
6. Propose options to build adjacent business in the accounts you are already working.
7. Build greater expertise into your consulting group to offer more complex solutions
8. Develop presentation skills that appeal to the executive level.  You’ll find that you are worth more to them than the next guy.
9. Pass up smaller transactions to create more time for complex deals that offer greater reward.
10. Develop stronger marketing programs to position your company as the expertise leader, rather then the low price leader.

© 2011, David Stelzl