Yet they all too often undermine themselves by overdelivering and undercharging.
Fees are actually dependent on only two things: is there perceived value for the services provided that justifies the fee, and do both parties possess the intent of acting ethically?
consultants, not clients, are the main cause of low consulting fees.
Establishing value with the client is key. If the focus is on fees and not on value, the client has taken control of the discussion, and the client’s focus will never be on maximizing your fees.